The Voice of Authentic Sales: Breaking Old Paradigms

Psychology of the Voice®

In this episode, we dive deep into the intersection of voice and sales, uncovering how outdated sales tactics are costing businesses, while connection and authenticity are leading the charge for success.

Key Discussion Points:

1. Sales Tactics Gone Wrong
   • Tracy shares insights from a recent conversation with a student about sales tactics that focus too much on controlling the outcome.
   • The brain's natural response to hard-sell tactics is to "find an out," leaving the buyer focusing on how to exit the conversation instead of being open to the offer.
2. The Importance of Voice and Connection
   • Authenticity in sales isn't just about what you say; it's about how you say it. Tracy shares research on how the brain processes certain sales questions and explains how buyer trust has shifted in recent years.
   • Voice is more than just a tool for communication—it's the key to creating connection and trust.
3. Bad Sales Information & Buyer Burnout
   • The problem of buyer trust is discussed, with real-life examples of failed sales strategies, broken promises, and misuse of trademarked material.
4. Why Authenticity is the New Currency
   • Drawing from her data and personal experience, Tracy talks about how buyers are increasingly leaning into authenticity and connection.
   • She highlights how high-pressure questions, gimmicks, and surface-level sales tactics no longer work in today's marketplace.
5. How to Avoid the ‘Salesy’ Trap
   • Tracy shares a charming story about a client worried about being too “salesy” and how reframing her approach to be more genuine and confident shifted her success rate dramatically.
   • Salesy techniques often push people away, while a focus on transparency and realness can create a stronger bond with potential buyers.
6. The Future of Sales in a Post-2020 World
   • Tracy dives into the shifts happening post-2020, discussing how the COVID-19 pandemic changed the marketplace and the increased focus on online learning and selling.
   • The role of AI in amplifying the need for connection and authenticity is also explored.
7. The Power of Sound in Sales
   • One of the most fascinating points Tracy highlights is how people are retrospectively identifying that they knew they shouldn't have made certain purchases.
   • This underscores the idea that people are seeking sounds that align with the experience they want, and that making real connections through voice is crucial for long-term success.
8. What’s Next: Preparing for 2025
   • As we move toward 2025, sales strategies need to evolve.
   • Tracy emphasizes that what worked in sales before will no longer be effective, and now is the time to adapt.

Takeaways: Sales in today’s market isn't about manipulating outcomes or following rigid templates. It’s about using your voice to create authentic, genuine connections with your potential buyers. If you’re not paying attention to the sounds and signals you’re giving off, you may be losing sales without even realizing it. The world has changed, and so has sales—it’s time to evolve.

Make sure to follow us for more great content!
Instagram @captivatetheroom https://www.instagram.com/captivatetheroom/
Facebook https://www.facebook.com/captivatetheroom
LinkedIn https://www.linkedin.com/in/tracyagoodwin/
Youtube https://www.youtube.com/channel/UCu3H6No-5MvRvea8C923RTg