Master five sales tonalities: curious, confused, challenging, concerned, and playful. Each one extracts different information, surfaces pain points, or builds rapport. Use them at the right moment in the conversation to move prospects through the funnel faster.
There's 5 tonalities you really have to master. You have to master the, you know, curious tone, like, well, walk me through it. What do you guys do to, you know, generate new leads and clients now? Like if I'm selling leads to say a real estate agent, whatever, then there's the confused tone. Like, I'm not understanding. How did you mean when you said X, Y, Z? That's a confused tone, right? So that causes them to go deeper into that, like maybe problem they were talking about. So it gives them to relive their pain, right? So then there's like a, you know, a challenging tone. So You're not going to use a challenging tone at the beginning of a conversation, but I might be halfway through and I might be saying, so, so what happens if you don't do anything about this and the situation gets worse? And then there's like a, you know, a concerned tone. I might lean in and be like, what's really holding you back? You know, that tone that shows empathy. And then there's like a playful tone, you know. Let's say if somebody like comes to a call and they're late, you know, I might say, Will, what are we going to do with you, man? What's going on? If they're like, hey, how you doing today? I'm like, oh, you know, just hanging out, being the boring guy. What about you? You know, playful tone.
