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You are here: Home / Blog / Sales Process / Sell More By How You Sound.

Sell More By How You Sound.

July 9, 2013 By maurasf

How do you think you sound when you sell great products that you believe in? Confident, right? Now think about those salespeople who push products on customers.  It’s hard to build the enthusiasm to mislead customers. Those people sound flat and unenthusiastic. Which do you think sells, confidence or lacking it? The research says it’s confidence.

Enthusiasm sells
Enthusiasm sells

Dr. Alex Pentland, is a professor at the MIT Media Lab.  He researches how people use nonverbal communication and wrote Honest Signals.  He conducted an experiment where he studied people who were pitching business plans in a competition. These were midcareer, successful business executives.   It didn’t matter who they were. You could estimate their success in scoring in the competition just by listening to their tone of voice.  The ones who were more excited about their business plans got higher scores. The plan or the people were not important for the result. Now you know why shady salespeople fake enthusiasm for the products they sell.

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Filed Under: Sales Process, Selling Tagged With: enthusiasm, Sales, Selling

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About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

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