It's your tone that sets the tone for the sale

Your voice, how you use it, will either be your best asset or your worst enemy in your sales career. 

It's your tone, that sets the tone for the sale.

This amazing instrument (our voice) that we as salespeople have been given, can be used to elevate peoples spirits, it can be inquiring, it can be used to exude courage, or it can be compassionate and kind. 

Most important of all it can be understanding. 

Yes, the way that you utilize your voice and tonality 

can be all of these things.  

Voice tonality, this amazing apparatus, if utilized correctly, will close more deals for you than you can imagine, or absolutely obliterate your ability to close even the ultimate lay down customer.  You absolutely must take the time to learn and understand how to manage your tonality in order for you to elicit the responses you want to obtain

Your tonality will allow you extract information from your prospective client that you otherwise would not be able to do.  

All MASTER CLOSERS that I have had the honor of working with or have followed, know how to use their voice and tonality with surgical precision. 

This is why they are MASTER CLOSERS.   

I can tell you from experience that it can be the one tool in your toolbox that can either close or eviscerate your deals depending upon how you use it.  Just because you know how to handle an objection, doesn't mean your going to close that deal.  

I know many salespeople who can handle objections word for word, however their voice tonality belies them, and it makes them look like they have the personality of a WALLEYE PIKE. 

Their tonality exposes their true objectives, and shows that they are insincere, and are only there to line their pocket with a commission. 

Not to help the customer. 

The customer reads the hand the salesperson is trying to deal and then folds. The tonality of your voice will show the prospective client that you actually care about their situation, or if they are "just another sales lead." 

I cannot express enough just how valuable an ordnance your voice is within your sales arsenal. 

Once again for those not paying attention...

your voice tonality exposes your true intentions to the client.

If salespeople would learn to harness the power that your voice tonality carries, they would truly be invincible and unbeatable.

I have witnessed far too many times salespeople absolutely regurgitate a rebuttal word for word that would have on content alone (if that was how sales were closed) been able to close a deal, however it comes across like the teacher from the Charlie Brown cartoons. 

It just sounds rehearsed and disingenuous. 

Then the salesperson goes home yet again having to tell his or her spouse just how bad the leads are, "I'm not making any money" and that they are thinking of leaving the company. 

Here's some food for thought...

It's not the leads, it's not the customer, it's us as salespeople who are not willing to spend the time rehearsing how we actually sound to people.

Since the greater majority of us spend our lives now scrolling through our phones swiping left or right, constantly texting instead of speaking with one another, it should come as no surprise that most  salespeople sound completely inadequate when speaking with a customer. 

It truly is PAINFUL TO HEAR AND TO WITNESS. 

This is why it is so easy to be great nowadays.

No one seems to give a shit. 

My old wrestling coach used to tell me, "you can either train to be the guy who will pin the other guy to the mat, or you can complain that you were the one who got pinned, It's your choice."

Little tip here, how about you record yourself practicing your presentation.  I guarantee you it will expose your deficiencies in your tonality.  Be honest with yourself and ask would I purchase anything from someone who sounds like this.  

If so, congrats, you should be a millionaire already. 

I suspect though that most of you will find that you sound like a robot with no emotion just trying to get through the rebuttal in the hopes that potential customers will bite.  When your voice is working against you, there is no believability on the part of the customer where you are concerned, then you get the age old "you did a great job here my friend, however we have a few more quotes we need to get, we'll get back with you." 

Then what do all amateur salespeople do, they start dropping the price, and devaluating themselves.  

Now your customer really doesn't believe you, 

they're thinking in the back of their mind,

"I knew I didn't trust this guy, he could have given me that price to begin with."  

All because you sounded like every other amateur salesperson who doesn't practice using their best weapon they have, THEIR VOICE.

Look, do you want to be great, then be great.

You are a high paid actor, so play your part. 

When you watch a movie that stirs your emotion, is it the screenplay or the actor who BRINGS THE SCREENPLAY TO LIFE, that stirs your emotion? 

My guess is, it's the latter. 

If all it took was a great screenplay, and that was it, I could have my dog play a starring role in every movie, and win awards.  The best actors who win the Academy Award are the ones who reach inside your soul and pull an emotion right out of you.  

Are you any different? 

Who is the one who is playing the starring role in the motion picture of this thing you call your life?  If you answered you, then you are following along. So if you are the star, and your voice is the instrument that you are playing, then why not use it to its full advantage, instead of having it play a supporting role.  

Practice I'm begging you.  Because there is nothing more painful to watch then some boring ass, emotionless presentation.  

Don't believe me? 

Just watch your potential customers faces when you present them.  

Are you able to reach deep into their souls, to make a friend, find their pain, find their problems, have the solution, and be their friend? 

If not, don't worry some other MASTER CLOSER will. 

They will take care of all of those things I just mentioned, 

and will cash the commission check that was meant for you.

Here's a good one, have your significant other 

(since they are relying on you to perform) play the role of customer.  

Oh, I guarandamnwell assure you, they will be truthful. 

If you sound like crap they'll let you know. 

You won't be able to blame it on the leads or the customers at that point. 

Your spouse will readily identify, "now I see why your checks have been the way they are, you sound ridiculous." Don't allow them to let you off the hook, it doesn't cost you any money messing up at home, 

but it most certainly does in the field.  

They more than likely will want to participate, 

since they rely on you to perform.  

You know what, you need you to perform.  

It will take work, so work.  

If not, I guess you could just turn on the tube, 

go on instagram, Facebook, 

or whatever you look at that pays you nothing, 

but costs you everything.

 

The choice is yours. 

There is an old saying, 

DO NOT BE UPSET 

ABOUT THE RESULTS YOU DID NOT GET, 

FROM THE WORK YOU DID NOT DO!!

Take the time, practice your craft and be the pro I know you want to be.

Your life, 

your family's life, 

your self esteem, your self worth... 

is worth the time.

It's your movie, and you have the starring role.

So be the star I know you are.

Da Bear

I don't want to get locked in for a contract that long #2 (The Mafia Close)

I don't want to get locked into a contract for that long.

Oh my goodness, we need to learn how to handle this. 

My friends in the Solar Industry, keep running up against this, so I wanted to have another tool in the toolbox to help answer this question. Remember it is your job as the sales professional to explain the answer in such a way that takes the fear out of it. 

What I have seen is that when asked this question, the salesperson seems to clam up.  This is not that difficult an objection to handle. 

You just need to use your head and be able to answer the question in logical terms.

If you are not confident in your delivery of this rebuttal, it will come off as disjointed and awkward, so I need you to pay attention to this.

Remember one thing, this Rebuttal I going to teach you here

is meant to be humorous.  

It needs to be delivered almost in a laughing way. 

Let me ask you the reader, 

THE UPCOMING MASTER CLOSER, 

to keep your mind open. 

REMEMBER, you don't get paid,

unless your show is worth paying for.

The customer is the one who is paying you. 

So you had better give them a good reason that you are the one who can handle everything for them, period.  

If you're not prepared, their will be a MASTER CLOSER 

who will deal with YOUR CUSTOMER'S CONCERNS, 

and will place YOUR COMMISION CHECK into their bank account. 

Let me see if I can make it easy for you to comprehend 

with this example. 

When you purchased your house, 

if all you had been told was this...

"here is your payment, it will be subject to frequent price rate increases, you will never actually own it, 

and by the way, your payments will never end." 

Would you have signed it?  

You would have to be the most moronic person in the world if you did. 

How's that for making this easy to understand.  It's literally that simple.

So do you want to know how to do it?

Yeah, I thought as much.

Then let's do it! 

I don't want to get locked into a contract for that long

Ohhhhh Man, this is a good one.

I hear this one on a regular basis nowadays. As a matter of fact, one of my friends, who happens to be a sales manager in the Solar Sales industry, told me that his guys keep running up against this.  

I told him that I would figure out something to aid 

in overcoming this objection.

It actually is something that I run across myself, so adjusting a few words to make it work for him, was somewhat easy.

Remember when this objection gets thrown at you, typically what I have found is that the salesperson has not done a good enough job explaining the process, and most importantly the benefits, with professional and surgical precision.  

Usually, it is just a lack luster performance, 

one that is definitely NOT WORTH PAYING FOR.

If you for example are in the Solar Sales field, 

do you actually know what the benefits are? 

Do you know who is the largest purchaser of Solar in the world? 

Do you truly know that if someone finances the Solar Array,

it is going to take several years before the customer actually 

is going to see some financial benefits?

Look if these are things are not automatically woven into your presentation,

I can GUARANDAMNWELL TELL YOU, they are going to come up.  

That time is normally when you are going to attempt to have the customer sign the agreement.  

If you have not surgically placed this beforehand into your presentation, 

you might as well just tip your hat, pack up your shit, and leave.  

Cuz, you ain't sellin' shit today.  

Then you can go home and cry to your spouse, that the leads suck.  

TRUST ME, THEY ARE TIRED OF HEARING YOUR EXCUSES. 

So it's time to SOLDIER UP,

become a pro, 

and quit being an amateur.

So do you want to know how I helped them out?

Yeah, thought you might!