Matt Ryder explains why your tone matters more than your words when selling. If you sound unsure or sketchy, no script saves you. He recommends recording your calls and getting feedback from coaches and non-salespeople to hear how you actually come across.
I see so many reps that sound like scammers purely because their tone is horrendous. I've been married long enough to know that it's not always what you say, but how you say it. Like the right thing said with the wrong tone can completely throw somebody off and just make you come across as a scammer. Like if I walk into a room and I go, hey, how are you? Vs hey, how are you? They're very, very different. And so I think the reason why people struggle with this is because there's a whole bunch of COVID babies that never got a chance to go outside and take. To be honest, they just sound weird. Like you're not going to hand money over to like some who's like shaking because you're having like a transaction conversation. Or if someone's tone just doesn't match what should be going on. And because all these kids just use dating apps and never got a chance to go outside during their formative years, they sound weird. So if you want to fix that, just start listening to your own call recordings and start going, does that match what I want it to match? And ask like people who are going to give you genuine feedback, maybe a coach. But also ask people who are generally just outside of sales, like, what does it sound like? Do I sound confident? Do I sound weird? What's going on here? So you can start to self diagnose and actually fix the problems. Because your tonality is the most important component of a sales call. Because again, you can say the right thing the wrong way and you come up as a weirdo.
