Tone of Voice in Sales: Importance & Techniques

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  • 0:00 Tone of Voice Background
  • 1:10 Tone of Voice &…
  • 1:47 Tone of Voice Techniques
  • 3:15 Tone of Voice Example
  • 4:01 Lesson Summary
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Lesson Transcript
Instructor: Yuanxin (Amy) Yang Alcocer

Amy has a master's degree in secondary education and has taught math at a public charter high school.

In this lesson, you'll learn how you can use your tone of voice to increase your sales. Learn how to speak with the right pitch, volume, and speed to highlight the important points of your product to convince others to purchase from you.

Tone of Voice Background

Picture two different sales people trying to get you to buy the same product. One sales person is very pushy and loud. You can tell that he just wants you to buy his product. He doesn't really care about you or how his product can help you. No, he just cares that you buy and he gets your money. No, no, no. You don't like that kind of salesperson. Plus, you can't trust those kinds of salespeople because their products can be bogus products that'll just fall apart soon after you start using it. Ok, moving on.

The next salesperson is more genuine. He's not pushy or loud. Instead, this salesperson listens to what you have to say. Then he shows you how his product can help you solve some of your problems. He shows you just how smoothly the product works and highlights the features of the product that will be most useful for you. This salesperson isn't loud and pushy. He does stress the points of the product that interest you. You feel as if this salesperson has really listened to you and really cares about you. He won't sell you something you don't need.

Ok, question time. Why do you think you trust the second salesperson more? It's because of his tone of voice. The tone of voice here refers to the pitch, volume, and speed of what is said. Also included is diction - choosing the right words to achieve a desired result. You'll learn how you, a sales professional, can use your voice to help you increase your sales success.

Tone of Voice & Increased Sales

Increasing your sales is one of the biggest benefits that comes from using your voice properly when selling. This is especially important when you are selling over the phone. In person, you have the added benefit of being able to also communicate in non-verbal ways, such as through body language, so you'll be able to visually show your potential customers just what they can expect from your product. When you're selling over the phone though, all you have is your voice. Use your voice properly with the right pitch, volume, and speed, and you'll probably experience higher sales. Another benefit you'll receive from using your voice properly is gaining the trust of the people to whom you talk, your potential customers.

Now, let's talk about the techniques you can use.

Tone of Voice Techniques

First, use your pitch or tone of voice to stress the important aspects of what you are speaking about. You don't want to have a conversation in a monotone voice. It's not exciting and can ruin your sales. So vary your pitch. Raise your pitch when you want to stress an important point or ask an interesting question. Also, vary your pitch enthusiastically if you're talking about an exciting topic and lessen it if you are talking about a serious topic. Using a varied tone will increase your sales over monotone, loud, or super excited tones.

Next, you can also adjust the volume of your voice as needed. Just like you can use your pitch to stress important points, you can also increase your volume to catch people's attention and encourage them to remember certain points. You do have to be careful, though. You want to speak loud enough to hear but not too loud so as to appear to be yelling.

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