How can I market my deep voice

Sell ​​for a long time: how to use your vote correctly!

The voice of the seller has a decisive influence on his efficiency in customer discussions. The following article describes the “little tree-change-you-voice-use” in sales talks and names voice exercises.

The phases of the sales pitch

Every sales pitch consists of the buying process; it takes place on the customer's side. And then from the sales process, which takes place on the part of the seller. Each process is divided into four phases, each presenting design challenges for the voice of the seller!

Good articulation and a sympathetic sound of the voice are important in the initial small talk. During the needs analysis, you want the customer to speak as much as possible. The seller therefore withdraws his vote. His “aha” of active listening can sound more “breathy” in this phase.

In the product presentation phase, on the other hand, it brings significantly more color back into the voice. If he is convinced of his product, his voice will also sound convincing.

Before making a purchase decision, the customer wants to evaluate what they have heard. With open questions or objections, he is now actively seeking parts of the conversation again. The well-trained salesperson hears this and goes back to the more modest, withdrawn mode with his voice. He actively asks what is hidden behind the concerns of his interlocutor that may arise. The trained voice sounds softer here, because now the customer demands a little more dominance, also vocally.

Finally, in the final phase, the color in the voice is important again. It impresses and should anchor itself, because: the last impression remains.

The facets of the voice

1. Tone

The term “tone” describes the state of tension in the muscles. It ranges from limp to tense. But only when the body is in a medium level of tension does the voice sound full, stable and convincing while speaking. Salespeople therefore need a good feeling for their body tension. Tonus exercises teach you how to regulate this tension at any time.

2. Breathing

If you press a hand horn, the air flows out through the opening and produces the sound. In order for the air to flow in again, you have to let go of the horn. Similar to speaking: voice is audible exhalation. In contrast, inhalation occurs reflexively. A way of speaking that is adapted to the breathing rhythm is gentle. The reason is that it regulates the pressure in the larynx and enables the vocal folds to vibrate evenly. By training in speech breathing, salespeople learn to breathe freely even in stressful conversational situations.

3. Attitude

Talking is a whole body activity. An upright posture is therefore optimal for the voice. Tense and hardened muscles make the body and the voice immobile: They prevent the nerves from transmitting movement impulses from the brain to the muscles. The hardened muscles act like a foot stepping on an open water hose. The water stops running. Postural exercises liberate the voice.

4. Sound

Speaking in a voice that is too high or too low is a health hazard because it tensions the vocal cords unnaturally: This is uncomfortable for the listener's ears, as the spoken words do not resonate optimally. Speaking in the main tone area, on the other hand, sounds good and is most likely to lead to the desired success in sales. The salesperson can easily find the main speaking area, an affirmative “hm, hm” in the conversation is enough to find it.

5. Articulation

Articulation is ideally the finely accentuated feathers from sound to sound, less ideal is the hard-to-understand accent. Articulation exercises like speaking tongue twisters like "Fischers‘ Fritze "improve the fine coordination of the tongue, jaw joint and lips. Over time, they make facial expressions livelier and happier.

6. Intention

This is about what is meant behind what has been said. One examines this aspect in everyday life by asking yourself: “What is my intention for the conversation? What kind of feeling do I want to convey and which inner images might help me? ”With a positive attitude, the voice also sounds positive. A smile can also be heard in the voice.

Practice properly

In order to notice the "little tree-change-your-voice" in the sales pitch, it is sufficient first of all to listen to your own voice. This already addresses the control mechanism of the voice - the speech muscles work together more coordinated than before. In addition, there are a variety of exercises to try for every facet of the voice. A little will, attention and five to six minutes of training a day will certainly achieve training success. To fine-tune the "harmonious" appearance at the customer, it makes sense to complete a combined voice and sales training.

(Image: © Albert Ziganshin - Fotolia.de)