A sales coach breaks down five vocal techniques that make pitches persuasive: speak loud enough to hear, slow enough to understand, and clear enough to avoid mumbling. Then use pauses strategically and vary your pitch to ask questions and make statements. These habits improve clarity and get more people to buy.
And as somebody who has trained many, many, many salespeople, this is the simplest structure for getting people to consistently speak in a way that gets people to buy. These are the 5 things that you need to look for. Number 1 is that you have to speak loud enough that they can hear you. This should sound obvious. The second part of sales tone is that you have to speak slowly enough that they can comprehend you. The third is that you have to articulate what you're saying so that you're rounding out the words, you're not mumbling. So if you do those 3 things, you maximize comprehension. What are the other 2 variables that change, whereas these 3 are constant? The first is pauses. So if I want to emphasize a point, what am I going to do? I'm going to pause. And the length of the pause will dictate whether you're just getting someone to draw attention or you're expecting a response. The second, your frequency on your voice. Basically, does your voice go up or does it go down? If we want to have your voice go up, what would we do in normal writing? We would put a question mark, which means I could have a single word with a question mark behind it. I might say, John? By saying that, I dictate that I am asking a question and I'm soliciting a response from the person. If I said, John, I'm clearly not asking for a response right now.
