1:35
Jeremy Miner explains how tone on sales calls signals your intention to prospects. A monotone, scripted voice triggers resistance, while varied tonality and pacing keep them engaged instead of defensive.
Jeremy Miner explains how tone on sales calls signals your intention to prospects. A monotone, scripted voice triggers resistance, while varied tonality and pacing keep them engaged instead of defensive.
If you sound like this. Hi, is this John? Hey, John, it's Jeremy Miner. You've already lost the sale. And it's how you're coming across in your tonality. Now, why do I say that? How many times do you get a call from a telemarketer and they sound something like this? Hey, is this John? Hey, John, it's James Miller with XYZ Company. Hey, the reason why I was calling you was. And their tone sounds kind of monotone, like a monotone robot. What do you instantly do? Oh, not interested. No, we're good. Oh, I don't remember doing that. And the reason is because your brain and your prospect's brain recognizes patterns. So when your tonality sounds like a scripted robot, like a telemarketer, guess what happens? It triggers what's called fight or flight mode in your prospect survival. Part of their brain, their guard goes up and they react. So you want to master the art and science of verbal pacing, verbal cues, verbal pausing, and how to fluctuate your voice and your tone depending on the context that keeps the prospect actually engaged. So instead of having a voice, monotone voice, like, hey, John, this is Jeremy Miner with XYZ Company, which is going to trigger resistance, for example, I might want to use a familiar tone. John, hey, it's James. James Miller with XYZ Company. You asked us to call you back. You responded to the ad this morning about xyz, so you get abc, right? Notice how my tone sounded familiar. So the point is, master your tonality, because your tone is how the prospect interprets your intention behind everything you say and ask. Follow me if you want to master tonality and if you want the questions to go with tonality, comment blackbook. My team will send this over to you with the questions I'm going to show you that you've never seen before. Clients that are in your industry that are using this, they are crushing it.
