How to Use Proper Tone in Sales | Sales Coaching

The words a salesperson uses on a call are important, but what is often even more critical is actually the salesperson’s tone. Even with the best questions in the world, the wrong tone can shut down a prospect within seconds.
Matt and Jeremy discuss the specifics of how exactly any salesperson can use tonality, verbal cues, and the right pacing to lower a prospect’s guard and guide them into listening more deeply to questions and thinking positively about the results that are being offered.
Listen to today’s episode to get an expert take on how to hone these skills, and make sure to listen to the end for some valuable advice!
Hit that play button now!
In this episode, we cover:
[2:00] What makes a sales person extremely successful
[6:00] Utilizing verbal cues
[8:30] How to use the right tonality in your questions and verbal pausing
[10:15] Guiding prospects to listen more deeply to your questions
[13:00] How to modulate tone and pacing throughout the call with a prospect
[16:15] The key to getting an outbound lead into results based thinking
[18:00] Where to learn more about NEPQ
✅ If you're wanting to sell more of your products/services, book a call with a team member to go over training options so you can make more money! 👇🏼📞
7thlevelhq.com/book-demo/
Resources:
✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. / salesrevolutiongroup
✅ About Jeremy Miner and Matthew Ryder:
Jeremy Miner, Chairman at 7th Level, is an internationally recognized sales trainer who has taught thousands of people how to go from just getting average results in selling to becoming a high 6 figure and even 7-figure sales earner and be viewed as the "Trusted Authority" in their market.
Over the years, Jeremy has been asked by thousands of salespeople to train them on how to eliminate rejection, how to connect with their prospects, how to cold call, how to overcome their prospects objections/concerns, and finally how to close more sales without being a pushy, sleazy, disrespected salesperson. 7th Level Communications was created to take any salesperson, no matter their experience, from wherever they're in selling to getting them to a High 6 Figure and even 7-figure annual income in sales.
Visit 7thlevelhq.com for his latest blogs, news, tips, and training.
Matthew Ryder, an ex-special force turned salesman, Chief Executive Officer at Sales Sniper Consulting, and Chief Executive Officer at 7th Level, co-host of the “Closers are Losers” podcast, has been selling pretty much full-time for about 12 years. He spent the last few years selling full-time as a commission-only sales rep and has achieved the rare feat of making seven figures in commissions, averaging close to one million every month in contract value!
✅ Connect with Us:
Connect with Jeremy Miner on Facebook: / jeremy.miner.52
Follow Jeremy Miner on Instagram: / jeremyleeminer
Connect with Jeremy Miner on LinkedIn: / jeremyleeminer
Connect with Matthew Ryder on LinkedIn: / matt-ryder-3b0a811b0
Connect with Matthew Ryder on Facebook: / matt.ryderss
✅ About 7th Level:
Our vision is to transform sales teams by completely disrupting selling and the traditional sales training space with the New Model of Selling. Our mission is to generate significant and sustainable increases in your business' performance, sales, and revenue. Check out the company website here: 7thlevelhq.com/company/
✅ Where to Listen:
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Loved this episode? Please don’t forget to subscribe, rate, and share this podcast. Thanks for tuning in!

[@aniket19931993]

He is actually smoothly selling his own product at the end is a nice touch to see

[@growing367]

1:55 4:45 6:00
7:30 9:00 curious 11:45
12:15 concerned
13:49+ curious
14:10 skeptical
16:30 results based thinking
Curious Skeptical Challenging
Concerned
Empathy

[@Just-An-Humble-Man]

What’s the difference between curious and concerned tone, i hear the same?

[@blackswanrevelations]

Best video in the world on tone! By two masters!

[@SheldonMartin7]

1:59: 🗣 The keys to being a productive sales rep and manager are the words and tone used, as well as the questions asked.
1:59: The words and tone used, as well as the questions asked, determine if a prospect will be successful.
5:21: 🔑 The success of a sales conversation depends on how the questions are asked and the structure of the conversation.
5:21: The way a question is asked determines if the prospect opens up or shuts down emotionally.
6:03: Using verbal cues and bridging questions helps create a natural conversation and build trust with the prospect.
6:58: Helping the prospect understand their current situation is crucial in building a gap and guiding them towards a desired outcome.
10:15: 💡 Using verbal pausing and asking the right questions can trigger emotional responses and help prospects think deeper about their needs and goals.
10:15: Verbal pausing and asking the right questions can trigger emotional responses and deeper thinking in prospects.
10:30: Tony Robbins talks about using emotional triggers to overcome obstacles, which can also be applied in sales.
10:41: Slowing down and pausing after asking a question can prompt prospects to think more deeply about their desired outcomes.
15:35: 💡 The initial part of the sales process sets everything up by asking connective questions and getting the prospect into results-based thinking.
15:35: The discovery call is crucial in both B2C and B2B sales.
15:46: Starting with connective questions helps shift the focus onto the prospect.
17:22: Emphasizing the results of the product or service is more effective than discussing price or cost.
Recap for by Tammy AI

[@SheldonMartin7]

This convo on Tonality is absolutely 🔥🔥

[@annaread3430]

Smart man! Thanks for all of the tips

[@shanewhelan6193]

Thanks for this Jeremy

[@coreyreymentRealEstate]

Love this one and love there was no time spent on trying to get everyone to smash the like button or subscribe button!

[@knowen32]

Thank you

[@luciandumitrescu647]

I'm not a native english speaker, still I don't sound that bad. But damn, Jeremy, your tonality is impressive af.

[@LyonBrave]

Team Jeremy

[@darrellivanmuhwezi5754]

Right Skills equate to confidence

[@marronemarcel6967]

🐐

[@Sportside311]

If Sweet Sweet Jeremy Juice isn't trademarked yet, it needs to be 💰

[@cirokrklec2927]

11:00

[@LyonBrave]

I love this. That guy was a jerk face about your shirt 👕🎽 right off the bat

[@matthewcallaway5223]

Jeremy is the man but WHY DO YOU SAY MELK ???