The Most Overlooked Sales Coaching Tips Involve Your Voice
An Overlooked B2B Sales Coaching Tip
Sales coaching can be complex and time-consuming. There is no exact style of sales coaching that works best for each individual and how they respond to being coached and evaluated. Our sales coaching software guides the way on where we can improve and the data we take into consideration.
We adjust from that data and look to our sales coaching playbook for ways to improve. However, some of the most simple sales coaching tips make the biggest difference. From my experience, one of the biggest difference makers in sales coaching is teaching your SDRs to speak with conviction.
For example, I have this guy who is really doing most things right. He researches his prospects, he listens to our sales coaching tips, and in general, he’s well-prepared for his calls. Unfortunately, he just doesn't have that conviction in his voice, leaving his prospects unsure.
So what does it mean to have conviction? There’s obviously a passionate belief involved with conviction. It’s something that comes from your gut and your heart. Conviction is not about what you say as much as how you say it. When it comes to effective sales coaching tips, the best advice I can give anyone is to speak with conviction. A person who speaks with conviction sounds like they not only believe in what they’re saying, but they are determined to make you a believer as well. When a person speaks with conviction, they inspire others and turn even the most skeptical people into believers.
Sales Coaching Tip: Speak With Conviction
When we/I give people sales coaching tips related to using their voice, I like to emphasize that there are aspects of conviction that are tactical. You can actually adjust your voice and mannerisms to have more conviction. When it comes to sales coaching tips, one of the things we always tell people is focus on what you can control.
There are many outlying factors that contribute to whether or not a prospect will choose to work with you, but you can certainly control how confident you sound. Confidence is conviction. It’s saying “I’m confident in the work I can do for you and I feel really strongly about what I’m telling you.” You can show your conviction while talking in a variety of ways including:
Voice - Speak from the chest. Give your voice a little more “oomf.” The volume of your voice should have some peaks and valleys. Get louder to emphasize important points and inject energy into your pitch. This will help the prospect pay attention, specifically when they need to and it will show them you’re passionate about what you're saying.
Pitch - Again, this should be about peaks and valleys. You can go higher at times, which will engage your audience and then pull back. Your conversational tone should ebb and flow with the importance of your points. Record yourself talking and figure out where you sound best from a pitch perspective.
Pace/Speed - Slow down to emphasize your most important points. You want people to really understand what you’re saying, especially when communicating your company’s value. The offer and benefit should be said at a slower rate than the rest of your talking points. Practice makes perfect, so one of the great sales coaching exercises is to record yourself talking and listen back to perfect your pace.
Tone - Positivity is key when it comes to tone. You should sound excited! Obviously, don’t overdo it, but part of conviction is passion. Convey to the prospect that you’re excited to provide them this opportunity. Positivity is something that really resonates with people. It’s often said that people always remember how you make them feel, so make them feel good about what you have to offer!
Voice Character/Color - One of the best ways to impact sales coaching in your organization is by telling your SDRs to find their voice. I’ll always stand by the sales coaching exercise of SDRs recording themselves and listening back to what they can improve on. Your speaking voice should have personality. No one wants to listen to you talk in a sleepwalking voice. I think a person’s voice character is unique to their own personality. So you should listen to yourself and find how your voice sounds best.
Facial expressions - Smile! This is important from a visual standpoint. Your face conveys attitude and personality. Show the prospect you’re excited and happy. Facial expressions are more of a natural occurrence, so you’ll need live footage of you talking to a prospect to really identify how you usually look. Record your face-to-face meeting and observe how you look naturally. Add a smile when appropriate and
Hand gestures - It’s pretty common knowledge that talking with your hands makes you more enigmatic and helps you keep the attention of your audience. Use hand gestures to emphasize key points while talking. It also portrays energy and excitement, which will resonate with your audience as you try to give them your proposal. Remember, think about how you make people feel when you talk to them.
Body language - Posture is an important factor when presenting virtually. Don’t try to present when you’re slumped over in your chair. Sit up straight and portray confidence in the way you sit. This is another aspect of presenting that you may not even realize you’re doing wrong. Observe yourself on-screen and make sure you’re being cognizant of the way you sit in your chair.
Position on screen - Just because you’re presenting virtually doesn’t mean all in-person etiquette goes out the door. Looking someone in the eye is still an essential part of doing business. People want to know they can trust you. Eye contact is not only a great way to establish trust, but it also will keep your audience engaged. Make sure your camera is set up so you can easily look directly at it. You should also make sure it is set up in an aesthetically pleasing way for your audience. Not too close and too far away. Watch the lighting in your room as well!
Remember, even if you have the best business proposal and presentation for your prospect, it means almost nothing if you can’t talk with conviction. Your self-belief has to show through in those moments while presenting. Stay cognizant of how you sound and look when you’re talking to prospects. When you bring the passion, people will observe that and you’ll start setting more meetings.
Practice These Tips In Your Sales Coaching Exercises
If you think about sales within the digital selling world, your voice is your musical instrument. Just like mastering a musical instrument, meeting scheduling takes practice. These are tips that you should be able to work on in your sales coaching exercises as you and your SDRs continue to perfect how you present.
Beyond sales coaching exercises and tips, there is a part of conviction that requires self-reflection. Where from within will you find that conviction you're going to bring? What are you passionate about and what do you believe in? Once you find what gives you conviction, figure out how you can adjust your own voice, intonation, volume pitch, pace, and tone to reflect that conviction whenever you speak.. I’m confident your prospects will appreciate your conviction and it will make them want to work with you.
If you need more sales coaching tips or ideas on how to improve sales coaching in your organization contact us today to learn how we can help your team schedule more meetings!