It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport. Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more than just what you say. Today’s episode of The Sales Prescription Podcast features the second part of the topic on communication. As Ron and Rusty continue their conversation on paraverbal communication, they discuss six essential elements - volume, tone, smile, mirroring, silence, and subtext. They will explore how these elements play a crucial role in the success of salespeople. Enjoy!
It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport.
Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more than just what you say.
Today’s episode of The Sales Prescription Podcast features the second part of the topic on communication. As Ron and Rusty continue their conversation on paraverbal communication, they discuss six essential elements - volume, tone, smile, mirroring, silence, and subtext. They will explore how these elements play a crucial role in the success of salespeople.
Enjoy!
In This Episode
01:41 - One of Rusty and Ron's favorite high school moments related to paraverbal communication
8:37 - Why the volume of voice matters when trying to connect with people
15:31 - Why doctors are excellent examples of people with an even tone
18:47 - How even tone portrays expertise
19:37 - How the tone of voice can be used to emphasize a product without attacking its competitors
22:30 - The power of a smile
25:49 - The psychology of mirroring and why it is important in sales
30:18 - Why mirroring does not imply manipulation
32:52 - What makes silence important for salespeople
36:30 - How subtext can help you in your sales career
Favorite Quotes
00:01 - "You can hear a smile. And if I'm selling to someone that's in this negative frame of mind, and I bring a smile, I bring positive energy to them and they feel that positive energy, they want to internalize it, and really they're gonna want more of it. And so they're more likely to keep you on the phone. They're more likely to engage you in conversation, but it also helps you come across as a human." - Ron Halbert
9:45 - "When you're trying to connect with another human, they need to see you as they see themselves as a real, authentic, and honest person. And what you're doing when you use that telemarketing voice is you're dehumanizing yourself." - Ron Halbert
13:33 - "Lowering your volume has so much power. In fact, when we talk about public speaking, it carries power as well." - Ron Halbert
15:23 - "Using a lower volume will make you come across as more natural, honest, and genuine when speaking to others." - Ron Halbert
19:00 - "Even tone is what portrays confidence and expertise in what you're discussing because people tie that even tone of conversation to, 'you're an expert, I trust you'." - Ron Halbert
19:50 - "You shouldn't ever talk poorly about your competitors. You shouldn't ever speak negatively about others to a prospect, to a candidate, or anything else. It's important though, that when you talk about the competitor, you can use a tone to emphasize that your product might be better without saying that your product is better." - Ron Halbert
24:36 - "You have the power as a person to make other people happier, to make other people more positive, and to bring joy to someone else's existence. We have that power simply through a smile and simply through being positive with other people around us." - Ron Halbert
28:13 - "This is something that is built into humanity, this desire for connection. We are and always have been a tribal people." - Ron Halbert
33:15 - "I feel like a lot of salespeople are extroverts. A lot of them love to hear their own voice. They love to be the talkative person in the room. And that's what comes naturally to them. But you do need to shut up at times. There are times that you need to just keep your mouth closed and listen." - Ron Halbert
35:12 - "When you're talking to someone and you ask a question or you make a statement, when you use silence, you can actually put the ball in their court and you can actually encourage engagement." - Rusty Jensen
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