Category Archives: Voice

Vocal Authority: Using Your Voice for Sales Success


voice and sales

Kristin, a highly-experienced sales person, describes being frequently interrupted or “talked over” by her manager or peers.  Andrea is a talented young sales person who is often ignored by older decision-makers.  Daniel, a new sales leader, is frustrated because his team isn’t listening to him, making it difficult to excel in his new role. Despite talent, titles or experience, these three share a common problem.  They are not being taken seriously.  And not being taken seriously can cost you sales and career opportunities.  Vocal authority, or the ability to speak in a way that portrays confidence, credibility and demands respect is a critical component of success in sales and business.  Yes, you can get by without it, but it’s going to be just that much harder for you.      How Your Voice Impacts Sales Fair or not, the sound, tone and quality of your voice effects if and how Read More

How Toastmasters almost ruined my presentation


Toastmasters

This may offend some Toastmasters out there, but Toastmasters almost ruined my presentation.  And it could ruin yours too.  Now before you send the Grand Toastmaster after me, hear me out. I was a card-carrying member of Toastmasters for over a year and value much of that experience.  I joined prior to launching my first book as I needed a live (and captive) audience to practice new material on.  My fellow Toastmasters and I would give each other our undivided attention and feedback. While the feedback could vary greatly, I looked for consistent themes that resonated with me. Some of that feedback even helped shape a presentation I still use today. So how did Toastmasters almost ruin my presentation? Toastmasters encourages a dramatized style of speaking that Toastmaster and former club president Al Pittampalli calls “unsuitable for most real-world contexts.” (You can read his article, “Toastmasters has a problem it Read More

Stop repeating these 3 things in your presentation. Stop repeating these 3 things in your…


Repetition can be a very effective way to make sure your key ideas are heard and remembered by your prospect.  It’s often helpful to repeat benefits, competitive differentiators, even the customer’s questions or words.  So how can repetition possibly hurt you in sales? Human beings are quick to pick up on patterns. It allows us to sort and select what we give our attention to.  Because of its power, unconsciously used, repetitive behaviors, words or phrases can overshadow and detract from even the most brilliant of presentations or pitches.  For example: John continually asks, “Does that make sense?” after each point. By the 4th time, his audience is mildly annoyed and starting to keep a tally in their head. Like a song played entirely on the note of C, Mark delivers every word of his presentation at the same level. Like the teacher in Charlie Brown, all his audience hears Read More

Can Your Voice Cost you the Sale? 2 Common Vocal Habits that Distract Buyers


listening

You work hard to get an opportunity to present your solution to a prospect.  You have a great message to deliver. The last thing you want is for your audience to misunderstand it or discount it because of how you sound.  Can your voice cost you the sale?  The unfortunate answer is, yes.  Your voice is a powerful instrument with the potential to bring your message to life or cause it to fade into oblivion. Finding your best selling voice is critical today when competition is tight and people are distracted. The way you use your voice can affect the attention, perception, and ultimately opinion of your audience. Studies show that 38% of what we communicate to another person comes from the sound, the tone and the quality of our voice. Your voice takes on even greater significance by magnifying bad vocal habits during remote or phone presentations. Here are Read More

Contact


Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment