What is Tonality?

by Carter Toni

The tonality of your voice is determined by the way you speak. When texting or emailing, then consider how many miscommunications occur.

When writing an email, or any other form of communication, you probably hear the tone you write it in, but when someone receives the same email or form of communication, they don’t hear the tone you write it in. Because the person can’t hear the tone, messages can often be misinterpreted.

Mood, environment, and even childhood upbringing can influence how you use tonality, but you can also use it consciously.

Consider yourself to be an expert on your own voice? Try recording yourself to see how you sound. Several trusted friends or colleagues can also assist by listening to your project and providing feedback. It’s likely that you’re unaware of how you appear.

3 Types Of Tone

Media training, charisma training, or even dating training is typical of what is learned from media trainers, but it’s not commonly used in sales. The trainers will teach that there are three primary types of tonalities, and we are bridging some of these techniques into the sales process.


A tone of voice is used when you’re trying to increase someone’s liking for you. People tend to emphasize and go up at the end of their sentences when they want someone to like them.

By using this tone, you are suggesting the other person is superior to you.

In sales, it is common to overestimate the power of the person we are calling when we ask them, “Hey, how are you?” This occurs a lot when cold calling or making very first impressions.

That problem is that if you’re overly polite and friendly to a prospect, it will give him/her an unfair advantage during a meeting. It will reveal a sense of insecurity on your part.

Therefore, one of the most important things you should do is make sure your voice doesn’t sound too friendly from the very beginning and throughout the whole sales process.


The neutral tone of your voice is the next type of tone. Your tone won’t change at the end of your sentence when you use a neutral tonality.

Selling usually involves staying in this area. You’re signaling the other person that you see them as an equal with this type of tonality, so it’s the most persuasive type. Your relationship is one of equals.

Rapport Breaking

Tonality that breaks rapport is the last type. At the end of a sentence, when you are talking to someone, you go down in a commanding way.

You might hear something like this when a police officer approaches you, he or she will ask, “Going well?” The tone will be a little bit more authoritative. You’re going to lose some respect when you use this tone, or your relationship will feel dicey.

Depending on when the sales process is in process, you can use it, but you want to be careful.

Each of these tonalities is demonstrated beautifully here. Picture yourself walking into a room.

There will be a voice saying, “How’s it going?”, then putting an emphasis on the high pitch at the end, attempting to get your attention. One of your co-workers approaches you and asks, “How’s it going?”, in neutral tones.

In the next step, someone who dislikes you walks in and says, “Hey, how are things?”, in a low, gruff voice.

By doing so, you are using your voice and selling skills to essentially communicate your feelings towards them and your feelings towards yourself at the time. When you’re in the sales process, make sure that your tone of voice isn’t too gruff or overly polite.

What is the importance of tone in sales?

Whenever you start a business, you always sell to yourself first. How can you expect others to believe in what you offer if you don’t?

In spite of perfecting the words to use when selling, your tone may still undermine your efforts. As soon as you open your mouth, you will be able to see your lack of confidence.

A sales call or pitch can be disastrous if you do this. Even the sales representative doesn’t believe the product will work, so would you spend your hard-earned money on it?

Not at all! Nobody else will either.

Your prospect needs your product or service to fix a problem. This is why you approach them. Your role here is to provide the solution to the problem as the expert and present yourself accordingly.

For a moment, put back your consumer hat. Imagine being approached by a salesperson who seemed disinterested or bored when you asked for assistance? It doesn’t matter how well they say it, if they sound unconvincing, you will not be convinced.

You can bet you won’t get someone’s attention if you sound like you don’t care about their problems.

A key part of business is mastering your tone. You’ll be able to achieve better sales after you learn how to control it.

Eight tonal patterns

  1. Shortage/Urgency
  2. A man of reason
  3. 100% Certainty
  4. I am concerned
  5. Asking a question when a declarative statement is required
  6. Three consecutive up-tones
  7. Tones that presuppose
  8. I am interested in knowing

To establish yourself as somebody worth listening to, your body language and tone of voice are key. You should choose certain expressions that make you look good.

They convey a sense of certainty about what you’re saying. If you have a hard time getting your message across or make people listen to you, watch some successful  pitches, and find out what works best for you.

The following are examples of tonal patterns:

Shortage/Urgency – “Since we already have 14 customers here, we will be running a special in your neighborhood, but you will need to act quickly.”

A man of reason – “Isn’t it rational to do that?”?

100% Certainty – “I am sure I can help you with that.”

I am concerned – “I am in complete agreement that the price of this product is a bit out of your reach… ”

Asking a question when a declarative statement is required – “Hi this is Danny?”

Three consecutive up-tones – “Good evening, I’m Danny from XYZ and I’m in your neighborhood” – whenever you finish the sentence raise your voice.

Tones that presuppose – “With solar panels installed on your home, you can save not only on energy costs, but you will also increase your home’s value as well.”

I am interested in knowing – “Are you well today, Mr. Lahiri?”

Pro Tip – Use tones to keep prospects engaged and avoid having them tune out.  When you are asking questions or making bold statements, firmness and keeping your voice low when you want to pique the interest of whomever you are talking to will help keep them interested.

“Three out in four rule”

To quickly capture consumers’ attention and gain their interest, the “3 in 4 Rule” is a guideline to follow. Your first four seconds with a new prospect should consist of these three things.

To establish credibility and build rapport with canvassers and sales reps, the rule is designed. No matter which method of communication you use – verbal, vocal, or visual – you must make each of these things clear.

1. Sharp as a tack

To get people to listen to you, you have to project an image of being knowledgeable and on-the-ball. If you don’t believe you have something to say, people won’t listen to you. You can never do anything more than waste their time if they doubt or question what you’re telling them.

2. Enthusiasm

A great prospect will be attracted to this. It demonstrates your belief in what you’re offering and makes them want to pay attention to what you have to say. It is more than likely that you have experienced this situation in one of two ways if someone has tried to sell you something at your door.

Having a salesperson read their script word for word and not sounding as if they are interested in the job

They have a script that is so well-rehearsed that they’re able to have energetic conversations.

3. You are a professional

Your authority is conveyed to potential customers, indicating that you are a leader. People of authority are respected and listened to by our society from an early age. Persuasion also encompasses the concept of authority.

The Right Tone for Sales Pitches

A sales tone is more than just choosing a particular tone and sticking with it. Your prospect will tune out and may even pass out from boredom from this monotony.

Your potential customer will remain engaged if you vary your tone throughout the conversation.

Don’t treat your talk like a monologue; remember that you are conversing. Although you may be extremely passionate about the product you’re selling, the average consumer is unlikely to be.

Before raising the excitement level in your tone, you might want to start by saying “I care” or “I really want to know.”. Consequently, you can begin where they are at and build their excitement from there.

Despite being two distinct factors of communication, tonality and body language are affected by each other. Take into account the feeling when your shoulders are hunched and you have your head turned forward. There’s a possibility that you feel uncertain, depressed, or unmotivated.

It doesn’t matter whether you’re talking on the phone with a prospect or not, your posture and your emotions are obvious in your voice. Despite the fact that they cannot see you, your body language is still important. Set yourself up for success by sitting up straight, stretching a bit, and displaying your expert confidence before picking up the phone.

Tonality in sales is a skill some people are born with. Their way of speaking is just the way they have always spoken. We need to practice to speak like them. The first step to improving your business is to become aware of your tonality. Learning tonality can be practiced and eventually mastered.

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