Is your voice helping you close more sales or hurting your efforts? It had to happen, but this past week, the Wall Street Journal ran a front-page article on how voters can be impacted by the sound of a candidate’s voice. The article talked about how a deep voice commands authority, and the inclusion of “ums” and “ahs” can negatively impact how a candidate is perceived. (Remember how Ross Perot’s high-pitched, twangy voice hurt his run for US President a few years back?)
In Sales, your voice is just as important. Is your voice full and strong, but not overpowering? Does it have a solid tone and a normal pitch? Finally, is it free of the evil filler words like “ah”, “um”, etc? Just because you don’t sell over the phone, you still need to examine it. Selling face-to-face requires a good voice and, of course, if you’re using the phone to sell, it’s that much more important. I believe two items that can greatly impact your voice is your attitude and your physical state. If either of these are out of whack, it will be reflected in your voice.
One quick, passing comment: If you sell over the phone, make your first call of each day be to yourself. Leave yourself a voice mail message with exactly the same thing you’re going to tell the first customer you call. It’s a great way to warm up and to make sure you’re ready to go.
To add one more tip for sales reps who are hitting the phones – it’s also good to make 2-3 warm up calls as your first calls of the day. A sales recruiting trainer taught me this years ago and I have always found it makes my start easier. Make those “good news” call 1st. Call a satisfied client, an industry mentor, an old client you haven’t connected with in a while, etc.
This technique greases the skids and gets your day rolling.
Good article Mark.