Your ability to communicate orally with other people is one of the foundations of your ability to succeed in sales. And it requires more than just saying words, it requires voice control. There are five factors which comprise your voice. How you use these vocal elements largely determines the effect you have on people that you talk to
The five factors are….Range, Volume, Pace, Pitch and Diction. The successful salesperson creates the affect they want by using the low registers of range, a medium to soft volume, a slower pace, full pitch and a slightly slurred diction.
Talk to a client in their language. Match and mirror. Learn, understand and use their… buzz words.
Most of us have two vocabularies….oral and written. Learn to…” Say it” in writing. Talk in correspondence, don’t write it. Many sales are made when the salesperson can’t be present. Develop your proposal or your prospectus to say… Look at you, not look at me. If technical language is used, include a non-technical summary. There is great power in simple words and word pictures.
Get a good marketing and advertising person and let them do their job. Judge only by their results. Encourage the use of visual presentations. They tie together the oral and written communication
The use of a Video or DVD can be a deal maker.