sales
get your phone voice
Selling on the telephone is a science and one of the key components is your voice.
‘FIRST IMPRESSIONS’
is so The phrase true in sales and first impressions are made up of three things; the visual appearance, how you sound and the words you use. When using the telephone, the largest component is missing, so how do you make up for this? How many times have you spoken to someone on the phone and then when you meet them, they are nothing like you imagined? The voice is your main tool on the phone and here are 6 components for you to think about when you use the telephone for sales. Over the last 30 years I have worked to train these 6 components for anyone selling on the phone. The 6 components are Pitch, Pace, Projection, Energy, Volume and Articulation. Let’s look in brief how to use these for better telephone sales calls. Remember that these 6 components are designed to create the professional impression.
PITCH Pitch is the pitch of your voice. It is hard to
change the pitch of your voice but other elements within PPPEVA can impact this. The telephone can change the pitch upwards, so those with a high-pitched voice tend to sound higher on the telephone. Women naturally have a higher pitched voice to men and as such women need to be able to control the higher pitch. A high pitched, squeaky voice speaking at speed does not reflect a professional approach.
PACE Pace is the speed that you speak at and can impact you hugely. Speaking at a fast pace can increase your pitch and with this the impression is less than professional. An increase in pitch and pace is a recipe for disaster. Decreasing in pace leads to a reduction in pitch and as such gives a more professional impression. Pace also
