Your Voice is Your Instrument

On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or break your conversation.

Imagine that you are telling a bedtime story to a child. You would not drone on in a bored tone about the "Big, Bad Wolf." No! You would put fear and passion into your voice to have that story come alive for that child. On an introductory call, you are telling your story to your prospect. Think about it in the same manner-what you would like that prospect to hear, feel and see.

The emphasis on any particular word can totally change the meaning of a sentence. Let's take the phrase, "She is not a thief." If you emphasize the "She"-the sentence means that she is not a thief, but someone else is. If you emphasize "not"-the sentence is a defense. If you emphasize "thief"-the sentence implies that she is something else that you have just not named. Think about the emphasis that you wish to make-and use your voice accordingly!

Look at each sentence in your sales pitch and determine what you are trying to convey and what is the best way to do so. Try out different line deliveries, until you are satisfied with the result. Use a tape recorder to listen to how you sound. Do you sound like someone with whom you would like to have a conversation? Listen for warmth and passion in your voice. Do you sound interesting? Convincing? Confident? Is your speech clear, professional and pleasant? Or do you sound angry, tired, tentative or bored? Is your speaking voice nasal, a monotone or singsong? Do you speak too fast or too slow? Do you mumble? Remember as you listen to the tape that you hear yourself differently than do others. By listening to your taped voice, you will hear yourself as others hear you.

Once you have determined what you wish to convey to your prospect, practice your script until it flows easily. You do not want to sound like you are reading a script. Call your friends and pitch them. Perhaps you can work with a colleague who is also making introductory calls. This way, when you have your prospect on the telephone, you will be prepared and voice the message that you wish to voice.

© 2004 Wendy Weiss

Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.

---

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

Can You Use Hynotic Like Statements To Sell More Products?

As I become more successful with my internet business I... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

10 Incredible Ways To Sell Your Products Now

1. Make your reader visualize they have already bought your... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Selling -abilities : Part 2

In the last article... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Exporting to Europe: Not the Challenges You Think

If you plan to do sell your product or service... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More