did you know that tonality is 10 times more important than the word you use if you want to close more deals make sure you watch what I'm about to show you right here because there's five types of tonalities that you have to master if you want to make a lot more sales than you are now if you want to become a top 1% salesperson for what you sell the first type of tonality this is called a curious tone now why do I say that you need to master a curious tone because prospects brains recognizes patterns right and what is a pattern that they might recognize from a salesperson let's say is cold calls them or some type of telemarketer something like this monotone voice hey is this John hey John it's Jeremy Miller with XYZ company hey the reason why I'm calling you is and that monotone tonality is a pattern they recognize oh salesperson tell a marketer guard goes up does that make sense okay if I change my tone into a curious tone that implies that I'm genuinely curious about what they're doing or I'm genuinely curious about a question I'm asking so let's give you another example let's say that uh you know I'm the beginning of a conversation and let's say if I sold for a a marketing agency okay so okay so it looks like you booked on the calendar about I guess maybe uh getting higher qualified leads to really grow the business right that's a curious tone this sounds like I'm genuinely curious or I might say "So what were you hoping could I I guess possibly happen by working with us?" See that's a curious tone implies that you're curious okay that's the number one number two this is called the confused tone now why do I say a confused tone i don't mean confused tone that you're confus like I don't know how the thing works like I don't know how the product works or if they ask a question you're confused like I'm not really sure about the answer a diffuse tone can be used in different uh different contexts so let's say if you want them to emotionally open up to you more and they say the XYZ problem is causing them a lot of stress oh XYZ problem is just it's just causes so much stress in our department hold on how how do you mean by stress or stress see my facial expression and my tone implies I'm not understanding i'm confused what you mean by stress now what does the prospect do subconsciously their brain immediately says "Oh he didn't understand what I meant by stress i need to explain that better i need to expand on that and suddenly they're like "Oh gosh." And they start just emotionally opening up oh gosh you have no idea the stress and they start telling you what they mean by stress okay that is one way that confused tone does that in that context but if I didn't use a confused tone I'm like "Oh uh what what did you mean by stress?" Well it just sometimes gets stressful okay you're not going to get the same thing because you got to get them to like expand on it and a curious tone in that context wouldn't do that but a confused tone would oh how how do you mean by stress okay it sounds a little bit concerned too opens them up emotionally okay number three the third type of tone you have to master is a challenging tone okay now not challenging you're not going to use a challenging tone in the first couple minutes of a conversation but let's say you're 34 of the way in you've built a big gap from where they are to where they want to be they feel urgency they feel pain they have a fear of future pain okay and you've helped them see what the future will look like future pacing once that pain is gone i want to rip that away with the challenging tone i might say "So what happens if you don't do anything about this?" And this actually gets worse see I'm challenging them but if I did that too early in the conversation they would get defensive now I have trust and credibility by this point and I can challenge them or I can even use a softer tone but a challenging tone what if this doesn't change okay so I'm challenging them but I'm using a softer tone to do that okay challenging tone okay there's a lot more to that for sure the fourth type of tonality you have to master this is one of the most important things is the concern tone okay the tone that shows empathy now why do I say you need to have a tone that shows empathy you're not going to ask every question with a concern tone that would be awkward okay but let's say if uh let's say if you sold life insurance for example and the person and I might ask a question like "So has something recently happened or what's caused you to feel like you you might need more coverage?" Well yes we've had a death in the family oh what actually happened yeah my grandma died oh wow you seem so young what actually happened to your mom well my mom did and did she like What type of insurance did did she leave with your dad okay i'm concerned it's a concerned tone okay or I might move in if let's say they're they're not moving forward they're not opening up and I might say "Can I can I ask you something John?" Sure sure go ahead um and this is just between you and I you know off the record um what's really holding you back see that soft concern tone it's a tone that shows empathy and when you show empathy in those type of context there's a lot more that builds massive trust because they feel like you genuinely care for them if you don't show empathy in some of those in some of those uh context if you just use like a monotone tone or a curious tone they don't feel like you care about them they just feel like you're trying to sell them and remember if you've heard me say this is selling something you do to people or is selling something you do for people it's for people because if we don't master selling they don't buy from us and their problems don't get solved and they don't get where they want all because we haven't mastered sales yet but I know you're here you want to watch me so you can master yourself you're committed to mastery hey guys Jeremy Miner here look a lot of you leave comments wanting me to help you somewhere so the easiest way to get a hold of me the quickest way is to text me so text me right now it's 48-6372944 so 48-637-2944 listen I started this company to help you learn how to close more deals but do it the right way text me right now let's get back to the training video and then the fifth type of tone that you have to really master is called a playful tone okay now when I say playful tone I we don't use a playful tone to be like the class clown or to crack jokes that's not what I'm talking about a playful tone is used strategically throughout the conversation when certain contexts come up and that's to help the prospect let their guard down so let's say you get on let's say you have a call let's say you call a prospect or whatever and within like 30 seconds they actually ask you how you're doing they're like "Hey well how are you doing?" Now in what would most sales people say oh I'm doing really good or I'm just working hard which that doesn't really hurt you but it doesn't really help you okay so if the prospect said "Well hey how's it how's your day going?" Oh you know just trying to stay out of trouble over here what about you are you getting any trouble oh no no I'm good see and now they start to laugh a little bit guard comes down now why do they do that because scientifically that releases what's called dopamine in their brain which is actually causing them to let their guard down it's like just a way to get their guard down relax the nervous system you get the nervous system to relax they become open they're not guarded is it easier to sell when the prospect is not guarded compared to when the wall of resistance up you obviously know the answer now there are subcategories of each of these tones so a curious tone there's also a subcategory called there's many but I'll just list a few here called a familiar tone okay so let's say if you're a cold caller or you call outbound leads instead of sounding like everybody else does remember your prospects recognizes patterns in your vocal cords from other salespeople that sound monotone or way too excited or too timid and and somebody that's nervous okay you want to sound like the expert calm collective assertive you're the expert who can solve their problems but you're not overbearing okay now familiar tone instead of saying on a cold call is this John hey John it's Jeremy Miller with XYZ company hey the reason why I'm calling you was click i want them to feel like my voice knows them like I'm familiar with them so immediately I'm not going to say "Is this John?" I'm say "Yeah hey it's Jeremy jeremy Miller with XYZ company you responded to the ad you asked us to call you back uh about looking at the 2026 uh blue Audi right let's see if it was an outbound date i just made that up okay see what I'm doing there i'm speaking into the future but that sounds Yeah it's it's Jeremy Jeremy Miner you asked us to call you back my voice sounds familiar but it's how I cadence it it's how I pace that out it's Jeremy jeremy Miner with XYZ company you asked us to call you back you saw the ad this morning on Facebook about looking at like different properties for sale in XYZ area i sold real estate if I ran an ad see it doesn't matter what the industry is it's Jeremy jeremy Miner see that's that familiar tone like have you ever got a call from somebody like "Hey it's Amy amy Smith how are you what do you do?" Uh yeah I'm I'm doing good how How are you and then the whole time your brain is thinking "What who's Amy Smith how do I know Amy Smith she sounds familiar." And all that's doing is buying time because the tone interrupted your pattern because it's a familiar tone that you feel like hey this person knows me you're not going to be rude to that in the beginning does that make sense okay so there's many different tones of these i'll just show you a few others here uh let's say a uh a challenging tone there's a subcategory which is a skeptical tone now you don't want to be skeptical where you sound like you're judging them but I might ask what's called an EPQ consequence question and be like "Oh so how how long have they had you actually do that for?" See I'm skeptical but that implies that something could be wrong i'm seeding doubt that there might be a better way oh so they're they're still making you do that manually what's caused them not to actually automate that so you don't have to spend four hours a day doing that manually see I'm not being skeptical towards them i'm being skeptical towards what they're being forced to do let's say if I sold some type of SAS that automated something that they had to do manually that took them hours a day see that's a skeptical tone now you want to master tonality for your industry and if you want to master what tones to use for what questions you ask make sure you subscribe to this channel right now click the subscribe button just don't share with your competitors you don't want them knowing what I'm going to show you here and you can always text me with questions on this stuff 48-637-2944 or whatever number we throw up here uh myself and a couple sales trainers we actually answer questions about an hour a day over here in this conference room see you soon