Kennen Sie diesen Moment am Telefon, wenn Sie einen Anruf entgegennehmen und schon nach drei Worten genau wissen: “Das ist jetzt Akquise!”? Wenn Sie aus Tonfall und Stimme genau heraushören, dass es den Anrufern nicht um Ihr Wohlergehen, sondern einzig um den eigenen Umsatz geht? Dieser unpersönliche Ton führt nicht nur allzu oft zum Misserfolg von Verkaufsgesprächen. Er lässt Mitarbeitergespräche zur Qual für beide Seiten werden und Präsentationen zur Pflichtübung für alle Beteiligten.
Lesen Sie im heutigen Blogbeitrag, weshalb unpersönlicher Stimmklang so desaströs wirkt, und wie Sie die 7 Schritte der “Voice sells!”-Strategie nutzen können, um in Ihren Gesprächen und Präsentationen lebendig, persönlich und motivierend zu sprechen.
Why does this impersonal sound trigger us with such precision?
Ich habe in the Stimme wirkt! podcast on Karsten Brocke Demand. Because from some of our previous conversations, I know how intensively he deals with the selection and purchase processes of people from the perspective of neuroscience:
- The Broka-arial in the human brain, which is responsible for the analysis of sounds, is very close to the limbic system, explains Karsten Brocke. The information we hear thus influences us emotionally particularly quickly.
- Since we are already used to the tone of care, sensitivity and affection before birth, as Brocke says, everything impersonal repels us radically and unconsciously.
Impersonal speech repels us emotionally
Kindliche Prägungen sind dafür verantwortlich. Denn wir sind von den ersten Lebenstagen an darauf trainiert, mit detektivischem Scharfsinn Vertrauenswürdigkeit und Augenhöhe in der Stimme zu erkennen. Deshalb reagieren wir so unmittelbar auf den “Ton, der die Musik macht”.
Surprisingly much tells us the voice about the attitudes of the speakers, as well as about the emotional state:
- Does someone speak to us from above, impersonally or even commandingly – or is the task delegated in an appreciative way?
- Impatience or time pressure thoroughly poison the climate of discussion. How pleasant it is, on the other hand, when our counterpart can adjust to our rhythms in order to take us along to the tempo if necessary!
- Cold, purely functional communication may be suitable for announcing the time – but it is not suitable for communicative value creation. Because where there is an audible lack of willingness to empathize, we instinctively give the cold shoulder.
In the above linked Podcast episode Karsten Brocke asks the audience a tricky question:
“Wie fühlen sich Deine Mitarbeiter, Deine Kunden nach den Gesprächen mit Dir? Zumindest genauso gut wie vorher? Oder sogar besser?
Both good performance in the company and long-term customer relationships require encounters at eye level. Because as soon as we unintentionally degrade humans to objects when we speak, this wrong tone hits the wrong receptors with precision. Therefore, it is important to be aware of this dynamic in order to build a successful relationship with our employees and customers.
How does the personal voice differ from the cold acquisition tone?
Perhaps you are just thinking about how this could be described with the usual terms such as loud/quiet or low/high etc.? Let's better switch from quantity to quality. Because your voice sends four socially decisive questions in every moment of the dialogue. Signals from:
- How confident are you?
- How deep is your (self-)empathy?
- How strong is your will to lead?
- How strong is your desire to create a personal relationship?
You probably already understand that these four crucial signals of your Stimme mit “technischem Stimmtraining” allein nicht zielführend beeinflussen lassen. Daher nutzt die “Voice sells!”-Strategie 7 kompakte Trainingsschritte, in welche die Erkenntnisse aus unzähligen erfolgreichen Kundenprojekten geflossen sind.
Die “Voice sells!”-Strategie: 7 Schritte zur motivierenden, überzeugungsstarken Stimme
Where is a lack of vocal awareness particularly dramatic in the increasingly digital world?
- When the voice torpedoes the success of communication!
- When the voice questions big words!
- When people speak too fast, too slowly, too monotonously, too powerlessly or too pushy!
- When the voice brings employees and customers into resistance!
- When listeners are lost, valuable trust and sales are given away!
That's why you can achieve maximum persuasiveness with these 7 steps!
In the tried and tested seminar “ Kunden überzeugen mit der Voice sells!-Strategie” train you in a practical way how to speak confidently, sympathetically and convincingly. From forty years of experience as a voice coach, actor and professional speaker, I will show you how to achieve this in just 2×3 hours. With my innovative Voice-sells! training concept in 7 stages. Online, live, practical:
- Build voice awareness. How to use the power of the Voice conscious and win.
- Safe and free of nervousness through Sense Focusing. Remain strong in leadership even in turbulent moments.
- Speak "limbic". Build sustainable relationships at all times. Convince from the customer's perspective.
- Seduce instead of sell. Convince with the psychologically based Voice sells! strategies .
- Fabulous storytelling. Speaking figuratively and suggestively with the emotionalizing power of hypno-language.
- Resolve conflicts. Refuting concerns, creating consent, skillfully moderating discussions.
- Show presence, body language and vocals. With full voice and charisma fill every room.
The author:
Arno Fischbacher is a business voice coach and rhetoric expert, speaker and author. He prepares executives and employees of the top companies in Germany and Austria for negotiations, presentations and media appearances. Fischbacher is the author of several books, past president of the German Speakers Association (GSA) Austria, chairman of the European Network of Voice Experts, stimme.at.
If you would like to learn more about specific training opportunities with Arno Fischbacher, make an appointment here free information talk.
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