Good Morning. It’s National Make Your Dreams Come True Day! Which means you're legally allowed to tell your prospects that responding to your email or signing the contract would make all your dreams come true. Try something like: "Hi there, it's National Make Your Dreams Come True Day and my dream is for you to actually respond to this email." Results may vary. Now, let's get into today's Follow Up. (:
Repeat their problem back to them. 🗣
Simple tone tweaks that make sales calls better 🎧
An AI BDR company got banned from LinkedIn 😨
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When a prospect tells you their problem, repeat it back to them in their exact words.
Prospect: “We get a lot of leads, but none of them turn into real conversations or sales.”
You: “So it sounds like you get a lot of leads, but they’re not converting for you into good conversations or sales?”
Don’t reframe or try to improve. Quote them.
When prospects hear their own language reflected back, they feel understood and have the opportunity to correct you if the problem is actually something else.
Turn Prospect Silence into Sales Opportunities
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The Simple Tone Tweaks That Can Change Every Call
I once watched a rep lose a deal in the first 30 seconds of their pitch.
Nothing dramatic happened. There was no awkward silence and no obvious mistake.
The tone was just slightly off. Too rushed, a little overeager, and too salesy before the buyer had even settled into the call.
The rest of the call never recovered. It was awkward.
Tone is like a personality. You know it’s important, but you rarely practice improving it.
It’s hard to measure and easy to ignore when there’s a product to pitch and a quota to hit.
But whether we like it or not, tone plays a major role in how buyers perceive you, and whether they trust you enough to keep listening.
What The Heck Is "Tone" Anyway?
Tone is the invisible layer wrapped around your words that tells buyers how to feel about you.
HEY…. WHAT DID YOU DO THIS WEEK!?!
Hey! What did you do this week? (:
Identical words, but I bet you just read those with a totally different tone.
Think about texting. When someone replies "sure…" versus "Sure!" you immediately know how they feel, right? Sales calls work the same way. Buyers decode your tone before they process your actual words.
The technical term for this is "paralinguistics". Pitch, pace, pauses, and vocal emphasis. But really, it's just the difference between sounding like a person having a conversation versus a robot running a script.
How To Use Tone As A Weapon
Here’s the magic… You can change your tone mid-sentence to change how buyers process what you're saying.
Drop your voice when you want something to land hard.
Alex Hormozi does this constantly. Watch any of his videos. When he's about to say something important, his voice drops half an octave and slows down. It's a pattern interrupt that makes people lean in.
You can use it for:
Pricing reveals: "The investment for this is..." (drop + slow)
Non-negotiables: "Here's what we need to move forward..." (drop + pause)
Reality checks: "Without this integration, you're losing..." (drop + hold)
The tone drop signals: "I'm not joking. This matters. Listen up."
Raise your voice (slightly) and lighten up when you need to soften something or recover from a mistake.
This is how you say difficult things without buyers getting defensive:
"Yeah, your current system is... not great" (lighter tone takes the edge off)
After you stumble: "Well that came out wrong!" (self-deprecating higher pitch = not a big deal)
Pushing back on unrealistic timelines: "Two days? I mean, maybe if we skip sleep and quality checks..." (playful tone = making a point without being combative)
Higher/lighter tone signals "I'm not attacking you," so buyers don't need to defend.
Try this on your next three calls:
Pick one important point (price, timeline, requirement)
Before you say it, consciously drop your voice
Slow down by about 25%
Notice if the buyer's response changes
Then try the opposite - when you need to deliver bad news or push back, lift your tone slightly and see if the resistance drops.
Same words. Different tone. Different outcome.
How To Actually Get Better at Tone
Here's the test… Pull up your last recorded call right now. Skip to a random 60-second clip and listen.
If you cringe at how you delivered a sentence, your buyers feel it too.
Getting better at tone requires the same thing athletes do with game tape. You have to actually watch (or listen to) the footage.
Not once. Every week. Block 30 minutes every Friday, pull three calls, and listen specifically for your voice.
Where did you speed up? Where did you sound defensive? Where did your pitch drop when you got confident?
You'll hear patterns you never noticed live. Then you pick one and fix it on Monday's calls. That's it. No courses, no coaches, just reps and tape.
Where does your tone slip most on calls?
