Good morning!

I have a new coaching client, meaning we talk once a week. In each of our first three conversations, I’ve known his mood within 10 seconds.

10 seconds!

On our first call, he was upbeat.

On our second call, he sounded defeated.

On our third call, he was optimistic.

How could I have gotten all of that in just 10 seconds? Well, certainly, I knew what to listen for as a sales coach. But the short answer is, a client can hear every emotion you are having. It’s in your voice.

Are you enduring a dry spell and find yourself desperate for business? You reek of desperation.

Is it your birthday? You sell with joy.

Did a client just place a massive reorder? You have an air of happiness.

It’s all there and it is a sales tool you can use.

Gauge your mood. The upbeat sales rep doesn’t need to adjust. But if you are feeling any kind of negative emotions, block them out and sell with the freedom of someone at the top of their game. Sell like you already have the order. Sell like you love your job. Sell like you have the winning lottery ticket in your pocket.

What you say to a client is important, but the emotion behind it is of equal importance. They’ll hear your words, but they’ll feel them based on the energy you exude.

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