3 Advanced Speaking Tips to Close More Sales

In this video, I'm going to teach you three communication tips to control your voice and your tonality so you can sell more deals. But before we get to it, I want you to think back to one of your friends. You probably have a friend, and this friend is someone that's a little rough around the edges. You love them, but you know that when you first introduce them to new people, they're like a little standoffish. Like, who the heck is this guy? So let's call him Tommy. Now, your friend Tommy is a great person, but you know, when he communicates with people, he's a little brash. Now imagine this for a minute. Imagine if you unknowingly were communicating to people that you were trying to sell prospects or homeowners and you came across like your friend Tommy. That'd be terrible, wouldn't it? Well, that's not going to happen because if you implement these three tips I'll be sharing with you in this video, you're going to learn how to control your voice and your tonality to communicate more clearly and sell more deals. My name is Adam Bensman. I'm really glad to have you here. Welcome. Or welcome back. And let's get started. Roofing sales is personal development in disguise, and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. Before we get into these three things, you're probably going to start hearing them and then say, man, I do that. I do that naturally. And my guess is it's going to happen a lot. And kudos to you because if this comes naturally, that means that once you learn what I'm about to share with you, you're going to be able to use it even more intentionally, which makes them even more powerful. So I'll be teaching you three things today. First, we're going to cover inflection. Then we're going to cover pacing. And then we're going to cover repetition. Yes. Repetition. And I'm going to be giving you real world examples so you can feel what it's like. And I want you to pay close attention to my voice and how I communicate throughout this video. Now, going back to what I just said about self awareness, it's important to develop this level of self awareness in sales because your voice is your money maker. Now, self awareness, when we speak is the ability to hear ourselves talk and at the same time, imagine what it would feel like if I was the recipient. Okay? So it's being able to hear myself talk and sitting there being like, oh, Man, I wonder what that would feel like if I heard someone talking to me like that. And the more we can do these things simultaneously, listen to ourselves talk, imagine the feeling. The more aware we are of the impact of our voice, and the more intentionally we can use these three elements, which is inflection, pacing, and repetition, to communicate more clearly, get people to really like us, and close more sales. So let's start at the very beginning with inflection. Let me give you a few examples. First is our rising inflection. Now, there's different language for this. If you look up, like vocal cues, but I've kind of simplified it, at least in my head, we have rising inflection. So let me give you an example of when I'd use rising inflection. I'm going to give you an example now. Then we'll do one for the inverse. We're just falling. You're going to hear the difference. Let's have a scenario, shall we? Imagine that you show up at a homeowner's house. They share with you that they've already received three estimates. So there's one of two outcomes. Likely you're the fourth and final estimate, or you're the dealing with the homeowner who's like the 18 estimate person. You know, the person that, like, they're like, I'm going to get all the estimates and analyze everything, and like, six months later, I'll make a decision. How that outcome will unfold is very dependent upon the type of person. It'd be really important for me to know this out of the gate. So I'm going to use the rising inflection and say, so what you shared with me is that you've already received three estimates. And even though that's a statement, the rising inflection indicates that I'm asking a question, I'm being inquisitive, and it causes people, without even realizing it, to lean in, to be curious and to want to participate in the conversation. So a rising inflection should be used when you want to pique curiosity and get someone to answer a question. Now, even though that was a statement, just like if you were to type it out, what you just told me is you receive three estimates. Okay, but all I do is add the rising inflection. What you told me is you've already received three estimates, and then they're going to add to it. Okay? So that is a very intentional use of a rising intonation to get the homeowner reveal a little bit more information from me. Instead of saying hey, Mr. Homeowner. So I've got. I'm the fourth person coming out for the estimate. How many more estimates are you planning on getting? Okay, so you can see that comes across very different. Now let's look at the opposite, for example, which is a falling intonation. Falling. Now the falling. I keep saying intonation, inflection. I'm catching myself. Now, these can be used interchangeably, inflection and intonation. But let's just stick with inflection for today. Now, a falling inflection, falling down is going to completely change that. The way that sentence would be received as a homeowner. Let's give you that example. So, Mr. Homeowner, what you're telling me is you've already received three estimates. Do you see how, as it tails off, what ends up happening is the homeowner is a little bit more on the defensive. They may feel more attacked. So what you're telling me is you've already received three estimates, and this falling intonation is a used in a way to express authority. And I'm going to show you another example of this. The power of a falling intonation really states to the recipient who's hearing you talk that you really know what you're doing. Now, what's scary is that this can be used to spout absolute garbage. Something like, you can defy gravity by using your imagination, because gravity is a complete fallacy. It's one of the conspiracies that our government created. So again, just because, by the way, that was just being playful and fun. The falling intonation delivers a feeling of. Of authority and power. Okay, so you want to use this to drive a point home. What you don't want to use is the rising inflection to draw a point home because the inverse will occur. It screams uncertainty. Now, one quick word of caution. When using a rising inflection, if it's overused again, you probably have that person that you know that, like, is already da, da, da, da, da, da, da, da. They come across as being really unsure of themselves and they lack confidence. So use this space sparingly when you want to draw someone in, pique their curiosity and get them engaged in answering a question. And use the falling intonation when you really want to drive a point home and have authority in your voice and use this smartly, Please, like, don't go trying to tell people that gravity is not real. Okay? By the way, I'm waiting for someone in the comments to be like, but it's not. It's a conspiracy. Now let's Talk about pacing. There are three key elements for you to be aware of for pacing. Number one is speaking fast. What do we mean by speaking fast? If you've watched this video, you know how you know why I speak fast? To keep people engaged. I am very energetic and enthusiastic and in sales, by the way, this just comes naturally to me. In my personal life, people like, gosh, you have so much energy. I get it. And it's funny because it just again, comes naturally. But I speak very quickly and it can bite me. If I'm communicating with the elderly, I really need to practice slowing down. There are folks that just don't match my energy level and it doesn't go well. So you got to be self aware of kind of who you're communicating with. But when you speak really quickly, you speak fast. You communicate with energy and enthusiasm. And in sales, enthusiasm is contagious. Write that down. Enthusiasm is contagious. So when you're enthusiastic, you can transfer enthusiasm to others. Next is speaking. Oops, I was starting to write and talk at the same time. Next is speaking slow. We want to slow down to draw people back in. I will tell you, one of my weaknesses is that I speak fast kind of all the time. And I'm very aware of this, that if you speak fast all the time, everything's really quick. No one really knows what exactly is you're emphasizing. Whereas if I can learn to adjust my pacing by speaking fast and then all of a sudden slowing down to emphasize the key point that you need to adjust your speed from fast and slow, this again draws people in. So you want to slow down. So this fast is for energy and enthusiasm and speed is for, excuse me, slowing is for emphasis to emphasize a point. So you'll notice as you watch my videos or listen to podcasts, I will often communicate really quickly and then I slow down for the key point. Now, the use of a pause is also important, and I want to address pausing because these three elements, when used together, can be really effective. You can speak really quickly, quickly to say, this is just one of the most exciting opportunities you will ever have, but if you don't do something about it now, this opportunity is gone for good pause. So you see, I did all three of those. I talked about how exciting this opportunity was, slowing down the emphasis. But if you don't take action now, it's gone for good. I'm drawing the listener's attention to the urgency of doing this now before it's gone. So this was to emphasize the need to take action and then at the end, I paused, which will also emphasize. So this creates space. Now, I can't remember if it was Mozart who said this. If you know this quote, please put it in the comments so you can help everybody out. The beauty of music is actually the space between the notes and the pauses in our speech help emphasize things, and they give people time to process. So I like to just think of this as, like, providing mental space. And sometimes if we're communicating really complex topics and ideas, we have to use a pause so the person can digest the ideas. So there you have it. If you want energy and enthusiasm to be contagious, talk really fast and then slow down when you need to emphasize a key point, and then use the pause to let people digest what it is that you're saying. Okay. All right, now let's move on to the third and final element that we will be covering today, which is repetition, repetition. See what I did there? Yes, you probably did. Now, I have had a total privilege of speaking on stages all across America to thousands of people. And I love the experience because it gave me an opportunity to run human experiments pretty much every single week. Now, I'm not doing these at the moment. I took a sabbatical to focus on the community here at the Roofing and Solar Reform alliance. And I'm putting my energy into. Into our community, into development, all of that stuff. We're making new sales tools. There's a lot of cool things coming, which I don't want to dilute this video to share with you, but I just want to share this rewind. Not long ago, I was doing two to three speaking events or training events around the country per week from coast to coast. And what I found by speaking to all these people is I could experiment with things, and I get real time feedback. And the use of repetition is amazing. You can actually command authority by using repetition. And it works subconsciously. So if I were delivering a point like. Let me. Let me think of one on the fly here. Okay, here's one. Okay. Most people use the contingency agreement improperly. There are three key points that you want to know about. The contingency appointment. Excuse me. The contingency agreement. Yes. There are three key points. So that repetition. When I say there are three key points, and then I say, yes, rewinding again. There are three key points. What happens is people don't even aren't aware that that was a very intentional use of my language. And what will happen is the notebooks come out, they flip to an open page, and they write 1, 2, 3, or they have three bullets and they're ready for the delivery. Okay? Then I deliver the points and I repeat them again. So that's how those, the learning messages or the points get distilled. All right? So it's like, oh, he's going to say something important. So repetition you want to use to drive an important point home. Okay, drive an important point home. Now, let's say, for example, I'm dealing with a retail sale and the homeowner has four more days left until this financing offer that we're running as a promotion goes away. I'd say, hey, you know, we've got this incredible financing option, but it does go away in four days. So this financing offer does go away in four days. So that is a very, very important message for you to repeat to the homeowner so they get it. Okay? So this is the use of repetition in the sales process. And again, use this in the insurance side of things to drive the urgency home for saying, hey, if you don't get this done by X date, then you know what? You're not going to have the opportunity at the claim filed. So January 31st is the last date for you to get this done, otherwise you have no more options. Okay, so again, using repetition will drive the point home. Now let's put this all together into a real world example. So what we've covered so far is our inflection. We have pacing and then we have repetition. Okay, now as a summary, inflection, we have rising inflection, which is going to do what again, See, this is, by the way, repetition in use. I'm repeating everything we just hit. So you can drive these points home and take some notes and start using this. Okay, two, we have falling. So I can go rising intonation or rising inflection, which is going to draw people in to participate and ask a question. In a falling inflection, to have credibility and authority pacing, I start talking really fast about everything that I'm passionate about, but then slow down to emphasize the key points and then pause so you can take all this in. And then finally I'm going to repeat key points just like I did here and through this entire exercise. You just watched me play with all of these elements in real world examples. And now you can take this into the real world and apply it and start closing even more sales. Thanks for joining me in this video. I got a bunch more waiting for you inside my free training center. Click the link below and get instant access. There's no catch. And by the way, YouTube thinks you're going to love this video. So hop into it and I'll see you on the next one.