I was looking at a birthday card with two reptiles having a discussion… it reminded me of how subtle the language we use can be and in selling, how critical it is that we get some OUTSIDE input as to our tone and our message.
In my family, the girls (I’m one of them) all have the potential for this very harsh tone. It is a tone of “listen, and I’ll tell you AGAIN what you must not already know” – in my mind, a negative, off-putting tone that would be great if I was a drill sergeant in the military, but not so great for family, friends, and as a professional seller. I think it comes from being brief and to the point, but not in a good way.
So I work to be conscious of it each day. Whether I’m talking through e-mail or in person, I look to see how the other party is receiving me – not just being conscious of what it is that I’m saying and how I’m saying it. In certain conversations, I’m more conscious of it. Know your tone.
Enunciation relates to the title of the post today – be crystal clear, speak clearly, and work on being articulate. These are skills to develop. If you have a very regional accent, or a non-North American accent, (and you’re in North America), you need to be conscious of this. Unless people understand you, it really doesn’t matter what you are saying – they won’t “get it” and you won’t sell as much or as well as you had planned. I can still hear my mom saying this very slowly, “eee-nunn-ceee-ate!”
Write it – if you do have trouble conveying what you are saying, be SURE to do email follow up or a hand-written note. Since most of us are not auditory learners anyway (meaning that many of us are visual learners and must see things) – as I have stated many times before, sending something in writing is a great follow up to a phone conversation. It also makes you more memorable.
In professional selling, once you determine that what you are saying and how you are saying it works well to convey your value, then it is simply how many times you are saying it, and to whom.
This is the science portion of selling and it is fascinating. Post your thoughts – we now have that capability back on the blog!