An underrated sales skill:
Tone
It’s easy to know when Maverick’s got good tone
But how do we know?
Watch for:
- Pace
- Context
- Cadence
- Inflection
- Personality
- Confidence
Too often I hear sellers – who I’ve had great conversations with, sound:
- Wooden and fake. They think they need a different personality.
- This creates anxiety and so they sound scripted & forced
- They then lose natural cadence, inflection, and pace
Three quick tips to get a better lock on tone:
- Standup – let your body do the work for you
- Role play – run it by a friend, colleague
- Record – listen back to yourself