Finding your compelling voice

This week one of our newer staff was struggling and after getting hung-up on a couple times, complained, "I wouldn't want to listen to me either!"

After congratulating him for his self-awareness, we took some time to dissect what was happening and why he wasn't connecting with the prospects. It turned out to be two simple things.

First, his voice was tense and thus higher pitched than normal. This removed all the authority from his voice and almost invited prospects to run over him in their rush to hang up the phone.

Second, the script sounded too much like begging for an appointment, rather than inviting for one. A couple word changes fixed that.

But most important was a shift in his attitude...he came to understand he didn't need these prospects to set an appointment with him. In fact, they needed to qualify in order to be worthy of getting an appointment from him! This change in power balance was immediately reflected in his voice and the script delivery; he sounded more calm and confident.

Did the prospects respond positively? We'll see next week!