Paraverbalism in sales.
Paraverbals, as well as nonverbal communication with the client, are not always given due attention when training salespeople. Although a person receives about 90% of information through these methods of communication. Many managers notice a drop in the results of many salespeople 2 months after employment, the main reason is a drop in the salesperson’s motivation and, as a result, the salesperson conveys less positive emotions to the client. For many sellers, the intonation of their voice changes greatly, the work begins to weigh on the seller, and he passes on these emotions to the buyer. Therefore, when working with experienced salespeople, you need to pay more attention to motivation and incentives for work and training in paraverbal and nonverbal communication.
Chest voice.
The chest voice deserves special attention when training your speech. The chest voice sounds much lower and stronger, people begin to associate the owners of such a voice with success and strength, such people are treated with great respect and sometimes even fear. On the contrary, many people do not take people with a thin, weak voice seriously. For a seller, a chest voice is an excellent tool for influencing clients; from experience, we can say that a chest voice helps increase sales by 20-30%, and by developing skills in using the voice, sales can be increased several times.
It is important to note that the chest voice is not a “gift of God”; it can be easily trained. Moreover, you can do this yourself without using any complex techniques. To increase personal sales, sellers are recommended to conduct short voice training sessions daily. It has also been noticed that in the morning the voice is always lower than in the evening, even professional singers note this, so try to conduct important negotiations in the first half of the day.
Actual level of communication
Photo by SHVETS production: Pexels
Among other things, people naturally convey pure information. For example, they exchange content and verbalize observations. This is also necessary in everyday life: this creates orientation for oneself and others, since messages work in both directions.
So far, so good. If that was all, there would probably be no more nervous meetings or arguments with colleagues. Let's look at an example: a married couple is sitting in a car, the woman is driving, the man is in the front passenger seat. The husband says: “The traffic light is green.” How could the wife understand this statement?
? Of course, at the factual level, a statement is made about what color the traffic light shows. But this is said completely differently. You might think that the device itself is green.
