Tonality

Most salespeople have a weird alter ego. They’re relaxed and the legendary Marcos when they’re hanging out with friends and family. But on the phones they become Corporate Mark who is uptight and annoying.

In the hundreds of cold call trainings I’ve run, what astounds me is that most sellers sound different on cold calls to when I speak to them 1-on-1.

They sound like:

1. They hate their job, and they want the call to be over as quickly as possible 

2. Over enthusiastic, like a bad actor in a film, which makes them inauthentic

3. Try too hard to be professional and use weird words like “streamline” and “best of breed”

Pressure also makes salespeople talk too quickly and the buyer can’t understand what they’re saying. So instead of having a sales alter ego, here’s how to sound more like yourself.

• Imagine you’re speaking to a colleague, trying to get to know them better. This is a more relaxed situation where you’ll feel like yourself

• Speak slower by breathing between points. Think about your cold call as having different chapters and you want to pause between each one

Cheers,

Michael Hanson

CEO GrowthGenie