Austin shows how uptones at the end of sentences make sales pitches sound uncertain and unprofessional, while downtones project confidence and expertise. He compares the same introduction delivered both ways to show how pitch affects credibility.
Uptones are killing your sales pitch. Here's an example of how. Hi, my name is Austin. I'm with ABC Pest Control Company. I'm doing the pest control in your neighborhood. When you talk like this, you sound completely unsure of yourself. You have no idea what you're doing, and you sound like a valley girl or skater boy. Instead, use downtones so that you sound more confident, like this. Hi, my name is Austin. I'm actually with ABC Pest Control Company. Out here. We actually take care of exactly 37 of the houses here. Do you guys have a company yet or still not yet? When I end on downtones, I actually sound confident, I sound like I'm supposed to be there, and I sound like an expert. So implement these downtones in your introduction so that you are perceived as somebody that knows what they're doing.
