Tonalities…

We all use them to communicate. When someone uses a particular tonality, it helps you gauge their emotional state.

If you ask someone to go to lunch with you and they respond, “Yeah,” there are many different tonalities they could use as they, “Yeah.”

Even though they’re saying the same thing, it isn’t that difficult to pin point whether they’re actually excited to go, or they’re just doing it out of obligation.

Did you know that something as simple as your tone of voice can be important on a sales call?

Back last year, I shared this with a client who had just started their own journey in sales.

He didn’t know much about sales starting off, but he couldn’t believe me that a simple tone of voice could make all the difference.

…But that was until he applied just one of the 9 tonalities to his sales conversation and came back with a close!

“This is incredible!”  he told me.

Who would have thought by altering his tone of voice slightly, he’d be able to build better rapport with prospects, and in turn close more sales?!

But it’s true…

In fact, there are a total of 9 tonalities that every salesperson should get acquainted with and use in almost every sales conversation!

I can’t share all of them in this post, but I will share one of them.

The questioning tonality.

And I just have to say, this one is primarily used in a different context than you might expect…

Believe it or not, the questioning tonality is used at the beginning of the call when you introduce yourself to your prospect.

Instead of declaring who you are, use an upswing in tonality as though you’re asking a question.

What this does is create a micro agreement in the prospect’s mind that they should, indeed, know who you are.

…Which in turn keeps them on the phone with you and builds instant rapport.

I can’t get into all the science behind it in this one post, but I’d love to share more with you in my 4-part Sales Training that starts in October!

If you haven’t yet enrolled for this training, it’s not too late! Click here.

Even if you can’t attend the sessions live, enroll anyways and I’ll be sure to get you the recording for a limited time.

Stay tuned to discover more of the 9 tonalities!

A lot of people have a hard time with what I’m about to share…

And I’ll be honest, I know I struggled with this right when I started out in sales.

I’ll get right to it.

One of the most common questions I get asked related to sales is this:

What types of questions should you ask in the sales conversation?

If you’ve been through any of my sales trainings before, you know that there’s a section of the sales conversation called the “intelligence gathering phase.”

And it’s during this phase that you ask your prospect questions…

But you don’t ask them just any questions.

You ask them questions that make them AWARE of the problem they have, so that they fully feel the pain of their problem, so that later you can provide them with the perfect solution they need.

I actually made a short TikTok video about it here. Click here to watch it.

So remember, you’re asking questions that 1) make them aware of their problem, and 2) that make them envision what their life would look and feel like IF that problem was resolved.

Here are a few of my favorite questions to ask during the intelligence gathering phase:

1. If you did X, what do you think would happen?

2. Are you willing to accept that as a problem, or do you want to change that?

3. How does that problem negatively impact this area of your life?

4. What would your life look like if that problem was solved?

5. How would you feel if you didn’t have to deal with X anymore?

And then take them into your sales presentation!

Try this out and let me know how it goes for you.

By the way, if you want to learn more tips and tricks, and be sure to enroll (without spending a dime) for my 4-Part Sales Training that’s happening next month – if you haven’t done so yet.

Click here to enroll.

You’ll be glad you did.

Sitting around the dinner table story, no knowing HOW to do something, etc.

Here’s a sales question I get asked all the time:

What do I say to a prospect when they tell me someone else is offering it cheaper?

That’s a tricky one, isn’t it?

What would YOU say?

Put yourself in their shoes. If you had a choice to buy a product or service that you were in need of, and two people were offering the same thing for a different price, you’d go for the cheaper one, wouldn’t you?

Obviously people don’t want to spend more money on the same product that they could get cheaper, right?

But the truth is, most people ARE willing to spend more money on different products and services…. In other words, if there’s 2 different products presented to them and they know they’re getting more value in one of them, they’re willing to spend more.

Think about it like this. It’s one of the reasons smartphones have become so popular. You could spend $100 on a flip phone, and you could make the argument that flip phones are cheaper.

Yet, when you look around, you see immeasurably more people on $1,000 iPhones than you do flip phones.

But flip phones are cheaper…

Well, smartphones have more features. They provide more uses and value.

This all goes to show that when you articulate your value to your prospect, and you deliver that value through your product and service, they won’t care so much about the price – they’ll be happy to do business with you.

So, what’s a good response to the objection: “Someone else is offering it cheaper,” you might ask?

It would be to ask your client if there’s a difference between the two services offered: the person who’s offering it cheaper, and yours.

Most often, they’ll tell you that there’s something unique about your service, which is why they’re on the phone with you in the first place.

Try asking them whether that other product has them interested enough to talk on the phone with someone for as long as they’ve been talking about it with you…

I tell my clients that the best way they can become prepared with an answer to this question is to get better at understanding the value you offer, and articulating that value.

If you want to get better at articulating your value, please join me for my 4-part Sales Training.

If you want more answers to tricky sales questions like this, I encourage you to register for my 4-Part Sales Training.

It doesn’t cost you anything, and I’m giving away a bonus to everyone who registers by August 31st!

And the bonus itself, Your Savvy Sales Conversation Checklist, is full of answers to questions like this, as well as strategies to help you prepare for the call and to guide your prospect in the right direction during the call!

Don’t miss out.

Click here to enroll and to get this additional bonus before it goes away!