Why tonality is critical in sales

Imagine. You meet someone who says the following to you:

I didn't take your money. But he emphasises the word I. I didn't take your money.

Now imagine this person says the same sentence to you but the emphasis is on the word TAKE.

I didn't TAKE your money.

Or, as a last example, the emphasis is on the word YOUR

I didn't take YOUR money.

Do you hear the same message? Not at all, I imagine, right?

The importance of rapport and tone

What I explain in my sales transformation programmes is that selling is a transfer of trust. People buy from people they trust and like. During a conversation with a prospect, there are many important things to remember and implement. But one of the most important things that is too often forgotten is the tone used during the conversation. The way things are expressed, the tone, body language, or emphasis send different messages. As demonstrated above for emphasis.

Or as the video below demonstrates very well. Just think about what this speaker is saying in a sales context.

[video width="1138" height="640" mp4="https://curio5ity.com/wp-content/uploads/2024/01/1704145903450.mp4"\]\[/video\]

Credit photo : Peter Castleton