Last week I listened to a prospecting call of a #1 producer in the long term care industry. The good news: It was brilliantly delivered ! His tone was calm, authentic, non-threatening and truly credible and trusting. His company shared the prospecting call and word-for-word script with all their salespeople to mimic. The bad news: Other salespeople are not having success using the script.
What gives?
Remember that when you are prospecting 100% communication is taking place. 27% are the words you speak. 73% is the tonality of your voice. Yes, the pitch, inflection, volume, tone, speed, quality.
Whatever is going on in your head at the time you are prospecting is going to be reflected in your voice. If you are thinking negative, fear-based thoughts when you are prospecting, it will reflect in your voice.
Pre-play how you want to “be” on your prospecting calls. Focus on your value proposition. Emotionally connect to the value you provide. Be present. Be genuinely upbeat!
Highly recommend you record your calls and review them for tone!
