Touraj TabatabaiSales Wealth Academy · I'm a B2B tech sales coach with 17+ years in the field as an individual contributor, closing deals from 6 to 8 figures across SaaS, Data & AI, CRM, ERP, Cybersecurity, and more. I founded Sales Wealth Academy to help AEs and SDRs transform challenging sales jobs into thriving, high-earning careers — not through generic training, but through personalized coaching and proven frameworks that reps actually implement. My mission is to empower sales professionals to achieve financial freedom.

Why your facial expressions, tone, and inflection matter in sales. #saleshack

Name: Why your facial expressions, tone, and inflection matter in sales. #saleshack
Uploaded: 2023-12-07T23:04:29+00:00
Duration: 59 s
Channel: Touraj Tabatabai
Description: In this sales coaching segment, the speaker argues that failing to ‘put on your acting shoes’—i.e., neglecting performance elements—costs sales reps…

7 Dec 2023 · 1 min

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In this sales coaching segment, the speaker argues that failing to ‘put on your acting shoes’—i.e., neglecting performance elements—costs sales reps deals. He emphasizes that prospects may not recognize opportunities or risks unless the seller deliberately uses tone, inflection, and facial expressions to convey empathy and urgency. The speaker demonstrates this with two empathetic question prompts, showing how a concerned facial expression and vocal tone can make prospects realize a problem they need to address, thereby moving the conversation toward a solution.

Chapters

Do you put on your acting shoes? If not, it's costing you deals. Just because you see a situation or an opportunity in your industry time and time again doesn't mean that your clients or your prospects understand what is available to them or understand the risks that they have. It's important that you use the proper tone, inflection, and facial expressions to help convey this message to your prospects. An example of that might be: "Wow, I'm sorry you're going through that. How long has that been happening?" Or, "Wow, that sounds painful. What have you done to resolve this?" Notice how my facial expressions, my tone reflect significant concern for the prospect. Now, if I'm showing that much concern for their situation, they're going to start to realize or understand that there's a problem they need to address.