The tone of our voice is more important than the content of our message.
Many times we run into sales reps that are insistent on getting their message ‘perfect’ before making any calls at all. We disagree.
UCLA did a study a number of years ago called the Law of Effective Communications. They found there are three components to effective communications:
• 55% – non verbal
• 38% – tonality
• 7% – content
On a phone call, non-verbal communications (facial expressions, body language, etc.) is non-existent. The next most effective component is our tonality. Content is a very small component, although it’s got to be there.
That means we need to have internalized our scripts so that we can concentrate on how we deliver the content. Be upbeat, professional, and passionate. If we believe in what we sell, we need to make sure that comes across in our voice.
We’ll get appointments based on our belief if that comes through on the phone! Try it. You’ll like the results!
July 31st, 2010 at 11:57 am
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December 22nd, 2010 at 5:24 am
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