Smile Power (part 2)

Wednesday, June 16, 2010

Smile Power (part 2)

I was reading a recent email from Art Sobczak and decided to make it a two-parter.

Yesterday I featured part 1, here's part 2:

I asked voice expert, Susan Berkley, author of "Voice
Shaping: How To Find Your Million Dollar Voice," to
share a few ideas about how to project the best image
on our sales calls.

HOW TO RIVET THE ATTENTION OF ANY
PROSPECT OR CUSTOMER
By Susan Berkley

A boring salesperson isn't just tedious for the
prospect or customer. It's embarrassing for the sales
rep.

If you've ever suspected you might be putting
people to sleep, fear not. You don't need an elaborate
bag of gimmicks to liven up your talks. All you need
is a little more liveliness in your voice.

While working as a broadcaster and voice-over artist,
I have discovered that the quickest and easiest way to
liven up your voice is to liven up your body language.

With body language in mind, let's explore three easy
ways to become a more energetic, natural communicator.

1. POSTURE
Sit up straight, or even stand, when speaking on the
phone. If you habitually slump in your chair, I
guarantee that the tone of your voice is going to
sound slumped and the people you call may find it hard to
concentrate on what you are saying.

Why?

Because there is no energy in your voice to capture
their interest.

2. GESTURE
Even though you cannot see them, successful radio
personalities use their bodies to express themselves,
consciously or not. They speak with their hands. Their
body language is fluid and alive--just as it was when
you were a child.

Next time you are on the phone, pretend you are "on-
the-air." Notice how energetic gestures add life to
your voice. Try using a telephone headset so your
hands can stay free and relaxed while you speak. You
don't have to look like you are conducting an
orchestra. A few expressive hand gestures will do.

3. FACIAL EXPRESSION
Do people frequently ask you what's wrong--like Art's
airport train example--even when you feel as though
you are smiling and happy inside?

If so, you are probably a "secret smiler." Secret
smilers tend to look intense and may scowl when they
are concentrating. If you are in this group your voice
may tend to flatten and sound monotonous to others. By
developing a greater range of facial expression,
you'll develop a more interesting and captivating
voice.

Here's a great exercise to try. You will need a
TV, a hand mirror, and a friend:

Step One: Turn on the TV news channel

Step Two: Watch a few news stories keeping your face
relaxed and neutral.

Step Three: Look in the mirror. Pretend you are mute
and have to express the feeling of each story to an
imaginary third person. Do this with facial expression
only.

Step Four: Repeat step three looking at your friend.
Can they identify the emotion?

Selling is enough of a challenge. Don't make it
tougher by projecting a gruff image. Follow these
ideas and you'll liven up your voice, and your
customers' and prospects' attitudes as well.

(Susan Berkley is a professional speaker and
international communications expert. She is a top
voiceover artist and author of "Voice Shaping: How To
Find Your Million Dollar Voice," which is absolutely
the best voice training product I've ever seen.

It is a seven-CD audio program, and for anyone making
his or her living as a communicator, this program is a must-have.
http://www.businessbyphone.com/vs.htm)