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Mastering Voice Training for Sales Success
Aug 7, 2024
Chapter Six: Voice Training to Close Sales Using Digital Recorders
Importance of Voice Training
Only 5% of salespeople deliberately train their voices.
Developing voice inflection and modulation is crucial for sales effectiveness.
Using Digital Recorders for Training
Record presentations, handling objections, and closing sales.
Listen to recordings to identify superfluous speech and monotone delivery.
Recording live sales calls or roleplaying in a training environment is recommended.
Analysis of Recordings
Evaluate if you would buy from yourself based on your presentation.
Accept that the recorded voice is an accurate representation, despite minor distortions.
Voice Inflection and Meaning
Voice inflection can change the meaning of a sentence.
Example: “I did not say he stole the money” can convey eight different meanings based on inflection.
Voice inflection is a learnable skill, achievable with 15 minutes of daily practice for 10 days.
Practicing Voice Inflection
Use a digital recorder or smartphone to practice a sentence with different inflections.
Aim to convey different meanings clearly, and have others test your inflections.
Re-record sales presentations to notice improvements.
Handling Price Objections
Price objections are common; use voice inflection to handle them effectively.
Example: Mimicking the prospect’s statement “that price is ridiculous” as a question to challenge them.
Ask questions to determine if price is the real objection or if there are other issues.
Techniques from sales trainers like John Hammond can help identify the real objection.
Fear of Loss as a Motivator
The fear of loss is often greater than the desire for gain.
Emphasize the long-term benefits and quality of the product to counteract price objections.
Use examples and stories to illustrate the difference between price and cost.
Cost vs. Price
Explain the difference between initial price and long-term cost using relatable examples (e.g., buying a bicycle).
Demonstrate how a higher initial price can lead to a lower overall cost.
Use visual aids like a talking pad to make the concept clear to prospects.
Quality Over Price
Convince prospects that quality justifies a higher price and leads to greater satisfaction.
Use examples to show that people forget the price but remember poor quality.
Emphasize that good things aren’t cheap and cheap things aren’t good.
Techniques for Different Sales Scenarios
Use the “quality close” for low-ticket items by emphasizing the long-term benefits of quality.
Adapt techniques to fit the product and the prospect’s concerns.
Handling Sophisticated Objections
When prospects acknowledge that you have an answer for everything, focus on the product’s value rather than boasting.
Lower your voice, make eye contact, and emphasize the product’s ability to solve their problem.
Trust and Credibility
Establish trust through effective communication and follow-through.
High performers maintain trust by assuming responsibility and demonstrating integrity.
Visual Aids and Clarification
Use visual aids like pads for calculations to enhance understanding.
Ensure prospects understand the offer to increase the likelihood of a sale.
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