Drive human influence using the ten core tonalities

Address the prospect informally by treating them like a friend.
Call the prospect by their first name, and be upbeat and enthusiastic in tone to show you care and are interested in speaking to them.

Phrase a declarative statement as a question.
This makes the prospect wonder if they already know you and prevents their internal monologue from working against you. These phrases include, “Hi, my name is John Smith?” “Calling from ABCD Company?” and “How are you today?”

Create mystery and intrigue in your tonality to justify the reason for your call.
Begin by saying, “Now, [name], the reason for the call today is that we have been reaching out to a select group of clients in your area to offer them….” Lower your voice to just above a whisper and emphasize the word “reason.”

Use the influencing tonalities of scarcity: verbal, tonal, and informational.
a) Verbal scarcity – convey logic and create urgency in words to persuade your customer to buy now instead of delaying it until the future. For example, “This is the last model and color of the product we have for the next three months.”
b) Tonal scarcity – use the power whisper to intensify the prospect’s sense of scarcity.
c)Informational scarcity – explain that even the information itself is in short supply.

Apply the ‘absolute certainty’ tonality to the main body of your sales pitch.
Use a firm and definitive tone to your voice to convey conviction in what you are currently saying.

Utilize the ‘utter sincerity’ tonality in your sales presentation.
Apply a calm, smooth, confident tone, be humble and tell your prospect the product/ service is clearly in their best interest, and they will be foolish to ignore your advice.

Apply the ‘reasonable man’ tonality at the beginning and end stages of the sale.
For example, “If you have sixty seconds, I’d like to share an idea with you. You got a minute?” A reasonable tone is used in the last three words, so raise your voice slightly at the end of the sentence to imply the reasonableness of your statement.

Overcome objections with the hypothetical, money-aside tone.
If the prospect replies with an objection, firstly say, “I hear what you are saying, but let me ask you a question. Does the idea make sense to you? Do you like the idea?” This turns the conversation into a learning experience and disarms the prospect.

Use the ‘implied obviousness’ tonality to infer that your product/service is a winner.
Make it evident for the prospect to see the benefits of what you sell.

Use the ‘I feel your pain’ tonality to express empathy and sympathy. 
Uncover the prospect’s pain points and show your understanding and a strong commitment to helping them resolve these issues.