It is often the first seconds of a sales pitch that decide on the successful outcome. They influence whether the customer opens his ear at all or immediately waves it off, saying that he has no more time now. Because the voice is a key stimulus in communication. No matter how cleverly the words are chosen, the voice makes it clear how they are meant. It allows attitudes and inner attitudes to be heard. This does not change even if supposedly surefire formulations are practiced that are guaranteed to lead to a sale. …

Read the complete first part of the new series in the Sales News.