Using Phonetic Cues in Calls.

and then you can actually really read these people. Why do I do this? Because if somebody is doing a spike or a dip, in regards to their phonetics, then that means that there is a tie down question or a pin down question or a confirmation question that might happen. You're reacting in a certain way. So I might be saying, Michael, sounds good, right? Or makes sense, right, Michael? Or hypothetically, since people are working from home, you might have dogs or children or distractions in the background. My suggestion for your audience, Michael, is inadvertently and passive-aggressively let them know the Me Too technique, that you love dogs, which is really letting you know they're barking. But don't just say that. What the real salesperson or the attentive listener does is they ask the follow-up question. Dog's barking. She loves dogs. I love dogs. It's killing the , but it's not that. But then I say, what's the dog's name? Her name is Fluffy. Great. I can wait till, you know, Fluffy can go outside for a minute. And so once that calms down, you go back a step, but you leap forward three. The BUILD & BALANCE Show with Richard Blank. A center sales training expert in Costa Rica. BUILD & BALANCE Show dedicated to serving salespeople with 0 - 5 years of experience; and anyone who wants to improve their public speaking skills. Michael Neuendorff has been in sales and marketing for more than 20 years and knows what it's like to start out in sales. It's not easy! This is why Michael Neuendorff post videos that help you to get the basics down and also understand various success secrets that can catapult you to the front of the group faster than it would take on your own. In this video, Michael Neuendorff talks with Richard Blank a successful center owner and sales trainer, located in beautiful Costa Rica! Build and Balance podcast guest Richard Blank Costa Ricas Center.