Tonality

Stefan Devito
A free video tutorial from Stefan Devito
Sales skills, sales training, sales techniques
4.3 instructor rating • 19 courses • 35,787 students

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Sales skills master: closing sales skills to close any sale

Sales skills: 100+ closing the sale tips to close more sales & become a master closer (sales skills closing module)

06:00:12 of on-demand video • Updated May 2020

  • Triple your closing rate within one week
  • Learn how to successfully pitch any product or service
  • Feel confident in any sales encounter
  • Understand how to easily overcome objections
  • Experience high amounts of energy and confidence in your pitch
  • Master world-class closing techniques
  • Recognize how cognitive biases influence your pitch
  • Feel motivated every day (NLP and state management techniques)
  • Know how to close any sale
English [Auto] What is the number one way to seduce somebody man or woman doesn't matter. Is it what you say or where you go or your looks. What is it. Hey it is tonality. It is the way I speak to you right now. And of course if you didn't follow the other steps you know that to come before seduction. That sounds very creepy right now. Right. But if you are with somebody you you have some connections some human connection some rapport and you used to write tonality which is a very low voice to convince somebody for you know if you're a guy then this works really really powerful is really seducing very well well now in business it's not just about seducing you know not in a romantic way at least but you also want to know which steps come when you cannot use the same tonality at the different steps. If you do it sounds creepy you won't be trusted and it will not make the sale. Now for us here I really got to use tend to analogies tent analogies which you know nobody invented those it's two analogies that you're using that I'm using we all using them these two analogies are taken from you know the hero of sales Jordan Belfort the Wolf of Wall Street. So credit goes out to him again. He didn't invent him but he teaches them in this way. And if you know you want to have some specific help about analogies if you think this video is not enough for you to really understand the theft of it check out some of his videos on tonality on YouTube. It's really really powerful stuff. But for us now we're going to get started with the analogies number one that very powerful analogy that especially Jordan uses for cold calls which basically allows you to take control of the inner monologue of somebody that you're speaking to. And it's also so powerful I mean it's really really really really a nice idea when you think of it it's simple but super powerful and no one is to use a question tonality for a declarative. You saw what just happened right. I used a question tonality which goes up but I just said something and what it does immediately takes control of the inner monologue. Now if you use this in a cold call when you're just telling them Hi does this Stefan from X Y see you company calling from Los Angeles automatically it sets during a monologue to oh I should know the guy because he's like you know putting that question almost out but I didn't I didn't ask him anything did I write. Very very powerful. Try this out. I mean in your cold calling script you need this if you don't have it in your cold calling script you know chances are did you lose way many more sales out there just because they're going to hang up and with this it intrigues them. And you know it's much better for you so that you can gain some more time to actually talk about what you have to offer them. Number two is I really want to know tonality. How does it go. Let's say I'm on a cold call and I'm saying you know this is different from X Y C Company. How you're doing today. You know it's not this. How you doing today. Hey how are you doing today where she knows she knows that you don't really care and you know them they don't even answer obviously no you really want to know how are you doing today. So you really want to know what you know you have this great attitude coming in and that is the I really want to know tonality number three is scarcity and there's no different forms of scarcity right. You can have scarcity in what you say you know this product is scarce or is it limited to offer whatever it is you can even have information of scarcity which means well even the information is scarce nobody even knows about that yet or you know finally and that is that when we deal with here now that's tonal scarcity and how does it sound lowers your voice a little bit. Have you heard the latest rumor. You know it goes down and it's like John the reason for the call. We recently started doing business with a competitor of yours and we were able to increase their sales by whatever it is you know. So you speak lower almost like whispering if you watched the Wolf of Wall Street Leonardo DiCaprio on his first sales pitch when he picks up the phone he uses just analogy watch it by the way check it out on YouTube or you know watch the entire movie it's fun anyways. And he uses this perfectly. And you got to have this if you're wanting to see somebody on a sales call especially on a cold call salt scarcity tonality number three very very powerful. OK. Number four number four is the presupposing tonality presupposing is almost like well I'm presupposing Well obviously you've got to make a lot of money but more importantly so you're presupposing something. But more importantly you know you really want to do well obviously you know obviously this is the greatest thing since sliced bread. But more importantly beyond that you're going to learn X Y Z whatever it is. So ideally you know with all those analogies you match a little bit what you say and how you say it so that you know you create congruency but more importantly when you start doing this you know it's something you can use later in the sale when you've tried to convince somebody and you get some objections of late. Well John obviously you're going to make a lot of money. More importantly you know we're going to create a relate long lasting relationship whatever it is. More importantly Zoe is almost like presupposing that obviously you know the money is not even the issue anymore. Hey guys the next tonality that you are going to need no matter if you want to sell somebody persuade somebody there is no such thing as success without this tonality and you will have to use it in the right way. And that is absolute certainty. Now think about a moment where you were absolutely certain of something. It was probably not a moment where you say this is really really great you know this isn't to GSM is not absolute certainty absolute certain is like well of course I know what I'm doing. You know if you are I don't know driving a car and somebody asks you you know you've been driving a car let's say for 10 years and somebody asks. Can you do know how to drive a car. Well of course the answer is gonna be of course I know how to drive a car. So it's almost like it's a little bit dependent on your personality how you gonna reply how you're going to use absolute certainty. In general it's gonna be something like you know this book is really really well-written period. So it's it's something where it's almost a little bit relaxed so yes you have power in there but you're almost relieved to power a little bit and say well it's very well-written because you're so confident about it all right. The next one number six is one way that you can clearly hear and one that you will need if you want to close somebody. In fact you know if you want to close somebody you will need three to analogies. First being the one we just had absolute certainty and from that you go into what's called the utter sincerity. And after that the reasonable man. But we stay right now without the sincerity and other sincerity goes like this. Believe me John. The only problem that you're going to have started didn't start earlier sounds fair enough to sounds fair enough now as reasonable man we got to talk about it in just a second. But the utter sincerity part was here. Believe me John you know it's a very deep strong trusting tone of voice and you have to practice that one super super important if there's any single one. If you say I don't want to learn ten different ones every single one learn this one because this is the one you need most in closing all right. Number seven I just said it already. Reasonable Man. Now you're reasonable. I'm reasonable. Let's just do this right. So what happens in the reasonable man is almost like you make an argument and you're so convinced that it's sort of powerful and convincing logical is really the only thing to do right. That you also used his tonality and it goes like this sounds fair enough. Hey should we do this. Of course we should do this right. It is almost like presupposing now that we were going to do this because it's really the only thing that makes sense. Sounds fair enough. OK. Now once you've you know you've not just talked about those three that are really there to close but when you're young you're when you're early in the cell when you're asking for questions you know a fact finding when you're in this conversation where you want to build rapport the one and the most powerful one is this one here. Number eight dead. For example Bill Clinton is using a lot all of the time actually. So if you want to have some inspiration check out some of his videos his speeches you know especially when he talks one on one with somebody else. And it is that I really care tonality. So how does it go. John I really care about what you have to tell me Tell me more. So how was it for you really when what is most important when you do so it is a little bit you know if you have a question of course you mix it with a question tonality but otherwise it's really imagine that you having a friend who has had some troubles and you listening to him and that's how you want to use this. I really care tonality. All right. The next one is called throw away tonality number nine here on my list by the way it doesn't really matter in which order you'll learn them because you need them anyways all of them and you need to be able to read them. It's a throwaway tonality. It's also called Money aside tonality and what he really does is like well it's almost like well yeah but let's not let us be far above money for a second apart from the money you know money aside. It has something to do it's it's almost similar to to number four that we had earlier. But it's a little bit different in that you know it's like well money aside do you like the idea. But let me ask you this you know if money was not a problem would you would you consider this you know money aside you know are all factors being equal. Do you like the idea and that's really how it goes. Again it's very important that you know how to do this because it's one way that you can use especially when an objection hits you and does it like well you know I need to talk to my life to my wife and just I understand but all factors being equal do you like the idea you see the difference here. Of course you would have to work on your wording right now you don't want to use this as an objection against you know if somebody says to have to speak to your wife because that might come across better but the tonality is important. It's like money aside do you like the idea all right. And here is number 10. I can't believe your is through because I really enjoy those analogies here with you I hope you like them as well. Number 10 is mystery and intrigue all right. So what do you want to do here is a little bit. It's very close to scarcity actually. But you always want a whisper here. So it's not just scarcity which is more like you know the reason for the call than mysteries like we have just started working with someone and you have this you know it's almost whispering but not quite. So you have some power in it still but it's almost whispering Hey guys I hope you enjoyed those tent analogies. You need them. So go learn this stuff right now. I'm gonna have your learning section where you can go through it right now visualize it and also speak out loud very important and if you want to have some you know some idea about how to do this really check out some of Jordan Belfort videos or and whenever somebody speaks or you speak yourself. Think about it what tonality are they using right now. And you're gonna find any variation of one of those ten tonality is Democratic and Republican that the Republicans would be difficult to get together because of the different Republican debate will be different this is a difficult little bit of a difficult difficult problem with the difficulties of Republicans looking for that was a little bit of a little bit of a difference given the difficulties because it was a little bit different that the government would have a bit of a problem with people thinking that it was a little bit of a given given to them that would be dependent for the development of a little bit of equipment that the with of the major difficulties. What would you do differently. We didn't think it would be difficult because the people the people the people who would be difficult would it be difficult with the people who think the government would do do do do do do do do do do do do do do do do do do do do do do do do do do do do do people because you think it was important that you get involved with a little bit with other people because the people have different difficulties with the political debate between different different people different countries are different people because it will be difficult to different people thinking differently people perform goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody goody completely completely completely completely different completely different completely different people different people different reasons languages including we think that we think different people different people different different entities completely different. I think a lot of people think that they can think of what they think they think because of these important people because they think of.