It's easy to sell someone who is in a great mood, don't you agree?

But why do most people we call sound grumpy? Can't we just once run into someone who has won the lottery and wants to share?

Imagine how many more sales you could make if say, 90% of those with whom you spoke started to sound nice, supportive, upbeat, and receptive. That would surely beat guarded and suspicious, right?

Well, here's the good news. You can control and alter their receptivity by inserting a quick vocal trick.

But first, let me set the stage.

You're cold calling, and you're put through to Mr. Smith. His assistant connected you, and he doesn't know why, or know you, so he sounds like he's speaking from a cocoon.

"Hello,” he grumbles.

Stop here. How do you normally respond, tonally?

I'll tell you. You'll match his grumbling tone. If he's down in the dumps, you'll jump down there, too!

And that's a big problem, because it's hard to sell anybody when you both sound depressed.

Here comes the trick to your rescue.

Backtrack to his grumpy "hello.” Instead of allowing your voice to decline, consciously contrast it with his.

Ask his name, don't state it. "Hello, Mr. Smith?”

This should instantly elevate h

is voice into a more upbeat, optimistic range, into a range of greater receptivity.

From that point, continue your presentation as you normally would.

Prove the value of this technique to yourself. I'm sure you'll agree that at the crucial initial stage of a conversation, a perky voice will perk up your sales!

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