Suppose a professional matter is very close to your heart. You really want to convince your supervisor of this. They have prepared intensively for the appointment. Their chain of reasoning is firmly anchored in their brain so that they can get started at any time. Finally, you are called to the boss. You are bursting with excitement to present your great idea [...]
Such a pleasant voice! Haven't you thought that before? Several studies show that most people find full-sounding voices in the medium pitch pleasant and seductive. Not only are voices that are too high and shrill less popular, but also growling, low voices end up at the lower end of the [...]
The 60th Song Contest was a success in Vienna. A few days after the event, I ask myself the question: Which song can I still remember? Which vocal performance impressed me the most? What melody has nested in my ear canals? Has anything settled at all? Yes, a melody can [...]
We can twist and turn it any way we want: All purchasing decisions are based on it: emotion, emotion, emotion. Successful selling is always emotional selling. It is only the emotions that give a product, a service, a lecture or a sales presentation that certain something. As my esteemed colleague Lars Schäfer puts it so aptly: [...]
Every purchase decision is always about one thing: our emotions. We can twist and turn it, we want to. Brain research proves it clearly: First and foremost, it is the emotions that give value to a product, a service, a lecture or a sales presentation. Situations or things that do not trigger emotions are not usable for the brain [...]
Last Friday the time had come. At 1:20 p.m., the truck drove up. He delivered the first 300 copies of my new book "Voice Sells! – The Power of the Voice in Business". Anyone who has ever experienced such a book birth knows: Opening the box and holding the first copy in your hands [...]
Especially where the sales knowledge is great and the sales process is perfectly declined, there is often a serious problem: the voice unconsciously sends disturbing signals. Because even if the words are well chosen and rehearsed, many salespeople do not notice that their voice sends a completely different message. Double messages through unconscious signals of the voice [...]
The telephone is and remains one of the most important means of communication and thus the business card of the salesperson or the company – both to customers and business partners. Certain rules are self-evident: 1. never take the customer's statements personally, 2. ensure a quiet environment when talking on the phone, and 3. use a headset – especially [...]
When two proven experts talk about a topic, a lot comes out for you: plain language. Clear messages. Actionable practical tips. Stephan Heinrich, the "listener among sales trainers", conducts exciting and highly informative interviews with industry giants such as Walter Zimmermann (winning price discussions), Prof. Dr. Niels Brabandt (sales management), Tim Taxis (cold acquisition), Stéphane Etrillard (sovereignty), Andreas [...]
They are often called "reporting formulas", the first words on the phone. And that's how they usually sound: impersonal, formulaic or even worse, incomprehensible. In today's audio tuning tip, I'll explain how to make the first few seconds on the phone better. How to report clearly and relationship-oriented on the phone and thus give your conversation partners a good introduction to a [...]
