Welcome to part three of our look at sales presentations vs sales conversations.
If you haven’t read part 1 and 2- you can access them by clicking on the earlier posts below.
I have received a ton of great feedback from Part 1 & Part 2 – thank you for that.
I want to talk today about a conversational voice.
I think we all recognize that we should move from sales presentations (monologues) to sales conversations (dialogues).
After all – it is about them and we need to engage them if we want them to buy from us.
So we will dive into particulars of asking questions, discovering their pain and motivation, etc… Later.
For now I want to talk about the balance that you need to create as an influencer. The balance is between realatability and creibility.
An influencer has to be both relatable as well as credible.
If you are not credible – your audience won’t care. But if you are not relatable, your audience won’t repond.
So to create this balance we need to develop a conversational voice. It is a voice that is engaging. It is confident without being commanding. It is inviting without being week. It is curious yet direct when it needs to be. A friend of mine calls this a relaxed intensity.
A relaxed intensity makes you approachable while still being respected. I call it developing a conversational voice.
I am sure you have all met someone who has mastered this trait. They control the conversation and where it is leading while at the same time making it feel organic and making everyone feel a part.
That is influence. And it is created by developing a conversational voice.
So how do you do that? Here is your influence tip. Record yourself in every sales presentation/conversation you have and go back and analyze it.
Would you buy from yourself? Do you sound confident? Are you pushy? Does it seem natural and organic? Are you engaging the client/prospect and making them a part of the conversation?
Listening to yourself is one of the most eye-opening processes and it is what separates the good from the great over time.