Your tone matters more than your words. Listeners process tonality first, triggering survival instincts that shape how they interpret everything else. Sales reps who master intentional tonal shifts outsell others 3 to 1.
I can take the worst script from any company, worst script on planet Earth. And simply because I know tonality. Curious tone to challenging tone to concerned tone to confused tone to playful tone. I can ask the same questions and outsell anyone three to one that has the very best questions even written by me. Sucks at tonality. Night and day difference 100%. Your prospects, they don't even hear.
Like when a telemarketer calls.
They quite literally don't even hear the words. They're hearing the tone. And when they.
Hey, is this John here? Hey, John. I'm with XYZ Company. The reason why I was calling you was we have a very special promotion that we can do for you.
Oh, not interested. You're not even hearing what they're saying. They could say, I'm.
With XYZ Publishing. Clearhouse, you actually won $1 billion. And all you have to do is stay on the phone for 30 more seconds and I will give you the $1 billion.
They're not even hearing the words. They're hearing your tone. And because you sound like a salesperson, it's automatically fight or flight mode. Defensive mechanisms. So automatically, anytime you hear a voice, let's say you're walking across the street at the grocery store and you hear a LA yell, Instantly you're going like this. Because your survival part of your brain didn't hear the words. You heard the tonality, the yelling. You're like, am I safe? And then it goes directly from your survival part of your brain. A lot of people call it the midbrain. The midbrain starts to interpret what the words mean. And then it goes to your neocortex that says, oh, she just is yelling at her son not to look both ways before she crossed the street.
