I like to go to other Sales Trainer’s seminars occasionally to hear what they are teaching. My curiosity got the better of me when I actually went to hear Jordan Belfont, (from the movie “The Wolf of Wall Street”), now turned sales trainer after a stint in jail. Personally I felt very uncomfortable in his presence as he was a high pressure salesperson and swore every second sentence. It was interesting that his whole seminar session was all about your tone on the phone and the importance of it more than your actual sales skills. I agree with what he says with the proviso that you are selling with integrity. In the movie he used these tonalities to hoodwink the client into buying stocks which were not going to make them money.
Jordan’s top 5 phone tonalities you need to learn are:-
Certainty – Sounds like you are an expert in your field. You take control of the conversation and sound like the authority on the subject. (I quite agree, I call it “confidence” and that is what I teach all new salespeople how to be)
Sincerity – (When you love what you sell, that comes naturally and you can talk from the heart )
Sound reasonable – (Don’t ask the customer to buy the most expensive thing first)
Sound Intriguing – When you come to your offer, lower your voice to make it sound like a secret specially for them.
Caring – ( Become a problem solver, say “Let me ask you a question” and ask about them.)
Your Next Action Step
Listen to your voice on the phone, record your next sales presentation and give yourself a mark out of 10 for using each one of these tones in your sales call. That way your customer will be engaged and you will keep them on the phone longer.
You can find out my way of teaching the all important subject of tonality in my e-book “Don’t Get Hung up”
A hard copy version is also available in the book store. “Don’t Get Hung Up” Book