We’re back with our series, Communication is Key!

Bringing you up to speed, we’ve heard from Damian and Ali on the importance of being an amazing communicator in this business, and we’ve taken a look at the contents of your very own communication toolbox.  

Let’s elaborate on one of those tools, and take a closer look at voice inflection. 

The way that we deliver words is actually just as important as the words themselves. The inflection of your voice is a major reason why people either understand what you’re saying or walk away with the wrong idea completely.

I invite you to watch this week’s video, and listen well.

So, how can you use inflection to better communicate with your customers?

Listen to yourself speak. Are you emphasizing the right words? 

Emphasis

Try saying the following sentences out loud. The words in bold italics should be read louder and with more emphasis.

• I didn’t say he ate the cake. (Someone else said it.)
• I didn’t say he ate the cake. (I might’ve implied it, but I didn’t say it.)
• I didn’t say he ate the cake. (Someone else ate it.)
• I didn’t say he ate the cake. (Oh my! What did he do to the cake?)
• I didn’t say he ate the cake. (He ate something else.)

High/ Low Inflection

In addition to emphasis, you can also vary whether your sentence ends in an up or down octave - again creating totally different interpretations of the same words.

Try saying this out loud:

• “Really?” - Going up an octave at the end of a word shows curiosity and intrigue. It’s like you’re saying, “Holy cow, I can’t believe it! This is awesome!”
• “Really!” - Dropping an octave indicates disappointment or lack of amusement. This one sounds more like, “Wow. You really expect me to believe that?”

Now try this. Read the above sentences with no inflection at all. Notice how it’s totally up to the listener now to figure out what you mean. Are you sure you’re being understood? All you have to do is put the em-PHA-sis on a different syl-LA-ble, and it sounds completely different.

Ali says that when he started being aware of little things like this, that’s when his business really shifted! Read all about the beginning of Ali’s career, and how our mentoring friendship helped him get to his next level, and then the next, and then the next. Click here to get your copy of How to Sell 100 Cars a Month!

Record yourself, listen, and ask yourself, “Are my customers getting the right picture from my words?” Tell us what you find out in the comments below.