Modulating your tone of voice to suit the situation

Some people believe there’s a very specific style of singsong voice-work that excels in all sales situations. It’s a myth that has taken on a life of its own, and it has caused many inexperienced sales professionals to respond poorly when the subject matter or mood shifts quickly in a conversation.

There is no one type of tone you should always adopt; what makes you sound empathetic and credible is the ability to shift your tone accordingly and immerse yourself in the interaction.