AI Coach: find and fix deal issues before they result in closed-lost using AI


Your Vocal First Impression

2 min
Average Score

Josh Braun

Founder of Josh Braun Sales

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For any sales representative making cold calls, crafting a compelling script is undoubtedly vital. Yet, amidst the focus on what's being said, an equally important aspect often gets overshadowed – how it's being said. The truth is, your vocal delivery on a cold call carries immense significance, sometimes even outweighing the words themselves. Astonishingly, research reveals that prospects determine your trustworthiness within a mere half-second of a cold call. If your tone doesn't convey trust, you risk missing out on valuable conversations. In this insightful video session, the key to creating a stellar vocal first impression is unveiled.

Script Mastery: The Foundation for Success

Before delving into tonality, it's imperative to ingrain the script into your communication. This concept is akin to a musician honing their craft. Just as a guitarist refines their technique to execute melodies seamlessly, having your script at the tip of your tongue is foundational. This script fluency empowers you to focus on modulation, intonation, and connection with your prospect.

Crafting a Friendly and Conversational Tone

Imagine conversing over a cup of coffee with someone – that's the vibe you aim to channel during cold calls. The ideal tonality is friendly, relaxed, and conversational, projecting an air of casual authenticity. Think about it as though you're discussing business matters with a friend, devoid of any unnecessary assumptions or pressure. This approach cultivates an atmosphere of ease, essential for establishing trust.

Let's put theory into practice with a script snippet from Captivate IQ, showcasing how to infuse casual tonality into your cold calls:

"So Lisa, I have no idea what your process is over there, but typically we see that someone in finance uses some kind of spreadsheet to determine payouts. Then they send it to you for approval, you send it back, and it goes to reps for accuracy checks. It's a bit of a back-and-forth approval dance. If you don't mind sharing, how are you currently handling payout determinations?"

Notice the deliberate pauses and the lighthearted tone employed while discussing a process. This approach conveys a genuine interest in the prospect's perspective and fosters an environment where they feel at ease to share.

To genuinely grab the attention of your prospects, mastering your vocal delivery is paramount. Your tone can elevate your trustworthiness, kindling the spark for meaningful conversations. It's not just about the words; it's about how you deliver them. The video session dives deep into this topic, equipping you with actionable insights to leave an indelible vocal first impression.

If you want to learn how to prospect for leads using AI tools, make sure to watch this other session.

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