When working on outbound sales and communicating over the phone, the only two things that we have to communicate with are our voices and the words we use. With that being the case, we can focus on each of those areas to make sure that we are communicating as effectively as possible. It terms of the words that we use, our training and planning will help us to improve how we execute there. But we don’t have to stop there as there are also some very clear and simple things that we can do to also improve our voice.
There is a common saying that it is not what you say but how you say it that is important. And if we agree with there being some weight behind that, it is holds even more true when we cold call as the person on the other end of the phone cannot see us and as result has less information to base their reaction on.
The way we say the words we use in terms of tone and infliction is what produces our tonality and this is a tremendous factor on how people receive us. An easy way to look at this is that as we talk to someone, we are sub-communicating vibes the entire time.
The vibes we send are either negative or positive and below is a summary of common negative vibes that we can easily be sending out when we during outbound sales.
For each negative vibe that we could be sending out, there is a positive vibe that could be communicated in its place. Below is a list of positive vibes that correspond directly to the list of negative vibes previously listed.
It is important to see those vibes listed out to see how they match up and for each negative vibe we might be sending during outbound sales, we could stop and focus on changing our voice to try to send a positive vibe instead to try to trigger an improvement in interactions.
For each negative vibe that we give off during outbound sales, we could be damaging the relationship with the person that we are trying to build rapport with. Below is a summary of the feelings that can be created on the prospect’s side when we sub-communicate certain negative vibes through our tonality. The key take away from this list is that sub-communicating any of these vibes to a gatekeeper or prospect can decrease their motivation to help you, to work with you, and to buy your products and services.