Vishen LakhianiFounder of Mindvalley | NYT Bestselling Author | Transforming Lives Globally

Do you finish your sentences like this too?

24 May 2022 · 1 min

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Vanessa breaks down question inflection, the rising tone at the end of sentences that kills authority in sales. When you ask the price instead of stating it, you invite negotiation and signal low confidence. Rehearse key moments like pricing and timelines with a downward inflection instead.

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The question inflection is when we go up at the end of our sentences, so everything we say sounds like a question. The biggest mistake that I hear people make in sales is using the question inflection on their price. And the price of this is $5,000. When you ask your price, you are begging people to negotiate with you. You're telling people, I don't really believe this price, and neither should you. The question inflection gives away all your competence. Here's the key. Don't ask state. Make sure that you're rehearsing your prices, your timelines, your bad news with a neutral or downward inflection. So the question inflection sounds like this. My name is Vanessa. A neutral statement sounds like this. My name is Vanessa. The downward inflection sounds like my name is Vanessa. That last one was pretty powerful, right? So make sure that you're careful to use the authoritative statement, the downward inflection when you really mean it. Ask when you have a question and state when you want to tell someone something.