How You Say It Is As Important As What You Say!

I discussed here how doing stand-up comedy was great sales training for me. One of the most beneficial tools it taught me was voice inflection and what I call voice control.

One of the biggest keys to success was that no matter how many times I had delivered a line (and it was WORD FOR WORD) I had to make it sound fresh and is I had just thought of it. If you ever see a comedian or entertainer come up with a quick line that just blows you away, rest assured the odds are they’ve delivered that exact same line hundreds of times before. It was no accident.

Voice Inflection is defined as the modulation of the voice. But, it is truly so much more. Voice inflection allows you to control the words you say in a manner that creates a desire on the other person’s part to listen—which is really what we want every prospect and customer to do.

Voice inflection is an art—a learned skill that takes practice in order to master; hours and hours of practice. Let me give you an example.

Do you remember the scene in A Few Good Men? The “YOU CAN’T HANDLE THE TRUTH” scene? I want you to re-watch that and focus not on the storyline or the movie, but how these skilled actors deliver these lines. How we hang on every word.

Listen how they increase or decrease the volume of their speech and either speed up or slow down their delivery. How the passion flows through words and the pain, agony and disgust are palatable.

NOTE: The language is a “little” strong, but you should watch. LINK

Now, think about this: These words were once just written on a piece of paper—not a lot unlike how you are reading this today.

However, in the hands of a skilled professional they come alive—they are powerful, convincing and one cannot help but listen.

Using voice inflection in your presentation is just exactly like that. Now, are you Tom Cruise or Jack Nicholson? Of course, not. But, you can be good, very good at delivering presentations, closes and dialogue that is filled with feeling—with pauses—with emotion that puts your customer or prospect on the edge of their seat.

Is it easy? No. If it was, everyone would do it.

Can it be done? Absolutely. And the better you get, the more your sales will show it!


Question: I’d love to hear your feedback on today’s topic. Leave your comments below.