You know there are two sides of the brain.

The left hemisphere is linear, mathematical, while the right hemisphere is artistic and intuitive.

Some people are considered “hemispherically dominant,” according to researchers. They favor one side, and one general way of dealing with reality.

What I’m about to say in this article will probably be missed entirely by left-hemisphere, linear types, while their right hemisphere counterparts might catch it right away.

You can tell when a person is genuinely excited by a proposal merely by tuning into their voices.

Some of the best salespeople know this, and instantly, upon getting people on the phone they sense whether those folks can be sold.

If a prospect’s voice moves up in tone, especially after you ask, “How are you?” they’re sellable. If the voice moves down, forget about it.

The same concept applies to following up after you’ve pitched someone. Again, if they move up in tone after you announce who you are at the start of the call, that’s good news.

Most people are not good at disguising their voices, so don’t expect to encounter as many “Poker Voices,” as you would “Poker Faces.”

Generally, what you hear is what you’ll ultimately get.

Then again, if you’re right-brained, I’m preaching to the choir, aren’t I?

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, “The Law of Large Numbers: How To Make Success Inevitable,” published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations from Santa Monica to South Africa. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.
For information about coaching, consulting, training, books, videos and audios, please go to: http://www.customersatisfaction.com