Christian PolkYour Friendly Neighborhood Sales Trainer

Shift Your Tone To Get More Emotion #salesstrategy

23 Sept 2024

Watch on YouTube

Short instructional segment from a YouTube sales-training video ("Shift Your Tone To Get More Emotion") in which the speaker (Christian Polk) advises sellers to change their vocal tone—slowing down, adding weight, and "cutting in"—when asking diagnostic questions so prospects move from surface-level to emotional, pain-centered answers.

When you are asking some of these different questions, there needs to be a shift in your tone. You can't be the same person the entire sales conversation. When you are asking a question meant to drive out pain and more, cut into him. Slowing down and using our tone is going to add more weight and add emotion to it. So if it just sounds like another question we just asked where he gave us a surface level answer, we're just going to expect another surface level answer right here.