Soft Skills - Using Tonality in Your Sales Process

Soft Skills – Using Tonality in Your Sales Process

In a time where face-to-face meetings are becoming rarer and business is often conducted via the video/telephone/cellphone – soft skills (including your ability to control your tonality) are more important than ever. So let’s get into an important topic – Soft Skills: Using Tonality in Sales

On the telephone (and also during Zoom meetings), we do not have any visual cues or body language to strengthen our position and message – often, all we have is the sound of our voice to use as a tool in our success.

Fact: Your voice is a very, very powerful tool. Fact: Your voice is a tool that can gain you business and profitability… or lose you that next important business deal.

All the above said, here are what we at Sales Development Israel consider to be the most important tonalities to master + when to use them during a sales cycle.

The “Playful” Voice Tonality

Using the playful tonality will help you when you want to introduce yourself, build rapport, and make small talk – for example – asking questions, keeping the conversation going, and making small talk.

The “Serious” Voice Tonality

Using this voice tonality will project authority – which is perfect for when you are negotiating or presenting the logical case for someone to purchase your products / services.

The “Friendly” Voice Tonality

By using this voice tonality, you will be able to ask more confrontational questions without offending your potential customers / customers.

The “Commanding” Voice Tonality

Using this voice tonality will create a sense of urgency – therefore it is perfect for when you are requesting a call to action in the final stages of your sales cycle. Tip: Dont over-use this tonality but rather save it for when you are ready to close the deal.

In Conclusion…

Using the right tonality inside and throughout your sales process will determine you success as a salesperson. Therefore, rather than beating around the bush, what we have done in this article is give you the direct how’s and why’s.

That said, get to work! If you have any questions (totally understandable) about how to use your tonality in sales or increasing your soft skills – let us know!

See, let me clarify the above by telling you a super-short story about how I began my Soft Skills Training Company…

You see, about 10 years ago, I had a realization:

I was put on this planet to teach and to share the knowledge I have.

So with my 20+ years of experience in the field of sales + soft skills + customer service + management – and after looking closely into the Israeli marketplace, I decided to open a sales training company in Tel Aviv Israel.

I knew what I had to do and whom I wanted to target, so I started cold calling companies in Tel Aviv, Herzliya, Ramat Gan, Holon, Haifa, and Jerusalem – doing everything in my power to try to generate momentum in my business.

Great news! I was able to find my first few corporate clients!

Now during my soft skills and sales training workshops, I included my own personal life stories throughout.

Moreover, at the conclusion of my sales training workshops, via telling stories and teaching specific sales, communication and other soft skill techniques, two things would consistently happen:

Firstly, I receive feedback from managers / management that the training workshop provided massive value.

Secondly, one or two of the students in the course privately approach me to share their own personal experience, what they learned, and to thank me.

And here we are nearly 10 years later and I am happy to say that I have slowly but surely transitioned into a pure “Soft Skills Coach”.

And in addition, that I have been lucky enough to say that I have helped thousands of people, from over 25 countries to improve their communication, leadership, and persuasive capabilities!