My SIMPLE voice tweak that EXPLODED OUR REVENUE...

Summary

In this video, Alex discusses why sales might not be closing as expected, even when the right process, offer, and prospect are in place. He highlights the importance of how things are said, focusing on tone, cadence, and emphasis. Alex explains that mastering these subtle nuances, along with genuine conviction in the product or service, can make a huge difference in sales success. He emphasizes that belief and confidence are key to transferring that belief to the prospect, ultimately driving sales. Mastery comes through repetition, self-review, and belief in the product.

Takeaways

• 📈 A successful sale depends on five key components: promotion, prospect, price, product, and process.
• 🎯 Even if a team is following a solid script, the way they say things can impact closing sales.
• 🎤 Tone and cadence are crucial; how something is said can change the meaning and effectiveness of the message.
• 😄 Example: Saying the same sentence with different emphasis can alter its meaning entirely.
• ⏸️ Pauses, emphasis, and voice modulation help convey confidence and belief in what’s being sold.
• 🎓 Repetition and reviewing successful sales performances can help salespeople improve their delivery.
• 🔥 Salespeople are at their best when they believe in what they are selling, and that conviction is key.
• 🧠 Studying game footage of past successes can teach micro-nuances that differentiate great from average salespeople.
• 💡 Belief in the product or service must be strong, even if the product isn't perfect, as this conviction is transferred to the prospect.
• ✅ The combination of mastering tone and having conviction can help salespeople consistently perform well.

Q & A

What are the 'five P's' that need to be in alignment before a sale happens?

The five P's are Promotion, Product, Price, Prospect, and Process. All need to be in alignment to close a deal.

Why might a salesperson fail to close a deal even if they are saying the right things?

A salesperson might fail to close a deal if they are saying the right things but in the wrong way, which could be due to issues with tone and cadence.

What is the significance of tone and cadence in sales communication?

Tone and cadence affect how the message is received. For example, the way words are emphasized or how pauses are used can change the meaning of a sentence and influence the prospect's perception.

How can a salesperson improve their tone and cadence during sales calls?

Salespeople can improve their tone and cadence by mastering control over their voice, learning when to lower or raise their tone, and practicing the delivery of scripts to perfect pauses and emphasis.

Why is it important to study game tape of successful sales calls?

Studying successful sales calls helps salespeople recognize the small nuances that make a sale successful, such as shifts in tone, pauses, and confidence in delivery.

What are two ways a salesperson can fix issues with tone and cadence during a sales call?

The two ways are: (1) becoming a master salesperson through practice and studying successful calls, and (2) believing in the product they are selling to naturally convey conviction.

How does belief in the product affect sales performance?

When a salesperson truly believes in their product, their conviction comes through in their tone, making them more persuasive and confident, which increases their chances of closing a deal.

Why might business owners struggle to maintain conviction in their product?

Business owners are often aware of the flaws in their product, making it harder to maintain conviction. However, focusing on having perfect intentions and being the best option for the customer can help overcome this.

How can a salesperson maintain conviction even when their product isn't perfect?

A salesperson can maintain conviction by focusing on having perfect intentions and believing that they offer the best chance for the prospect’s success, even if the product itself has flaws.

What is the fundamental idea behind a successful sale according to the speaker?

A successful sale is fundamentally a transfer of belief. If the salesperson doesn't believe in the product, they can't transfer that belief to the prospect.