How To Use An Empathy Statement In Sales If you use an empathy statement in a sales conversation, your prospect is more likely to feel like you are hearing what they’re saying and genuinely care about them. ❤️ If you […]
The Magic Of Tone-Matching For Phone Sales
The Magic Of Tone-Matching For Phone Sales Tone-matching (a.k.a., mirroring) is the trump card when it comes to tone. Tone-matching is exactly what its name suggests: matching your tone with your prospect’s. There are two situations in which to use tone-matching: […]
The Power Of The Pause On A Sales Call
The Power Of The Pause On A Sales Call According to research from Gong, in which they analyzed 67,149 sales call recordings, they found that top-performing sales reps actually pause 5x longer (~1.5 seconds) than they’re average-performing peers (~0.3 seconds). […]
How To Master Your Tone For Sales
How To Master Your Tone For Sales In a previous post, we talked about Mehrabian’s “7-38-55” rule and why the tone of your voice is an important part of selling (especially over the phone). But practical advice on this topic […]
The Importance Of Tone In Sales
The Importance Of Tone In Sales The “7-38-55” rule, originally researched by UCLA professor Albert Mehrabian in the 1960s, suggests that communication consists of the following: 7% words 38% tone of voice 55% body language The actual numbers are up […]