Matt Ryder shows how to use vocal cadence and pacing to guide a prospect's emotions on a sales call. He speeds up to build momentum, then slows down when asking about earnings gaps, using pauses to let the prospect absorb the financial gap you've exposed.
How you are at the beginning of the call and how you are at the end of the call is like a different human. The cadence is like boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom, boom. Go up and go down and go up and go down. That's the cadence of the call. So if I want to ask you, how much do you make? I'll be like, let's just say we are able to help you get the skills in order to bring your online business to $20K a month. Is that the totality of what you want to make or is that kind of what you want to make from this? No, it's what I want to make from this. So you're making $10K a month. You want to make $20K from this and we have a gap of $10K total. Is that right? So I would do it really fast and then from there you slow down when you want them to think. So when I sell, this is my Before you started talking to me, were you, were you out there looking for ways to kind of help grow your business? Right, because I want to give you plenty of time to internally figure that out. It's very like depending on what emotions you want to invoke and when.
