1. Everyone has his or her own personal rhythm, the tempo at which he or she thinks and functions and is most comfortable. People generally have a difficult time with people whose rhythms are different from their own. Think about it–if you speak quickly, do you find yourself getting impatient with someone who speaks at a much slower pace? Do you perceive them as dull, perhaps not too bright? On the other hand, if you have a more laid-back rhythm to your speech, do you find people who speak quickly annoying and difficult to deal with? This is very common. People can grasp your message much more effectively if it is delivered in a rhythm that matches their own. Remember that your goal is communication. Therefore, try to follow your prospect’s rhythm. Match your timing and tempo to theirs. You can even try and match their volume. This will aid in their ability to hear and understand you. If you find this to be difficult, try practicing with a colleague or friend.
2. If you are having difficulty getting into a ‘conversational rhythm’ with your script, try deliberately speeding up at the beginning and end of sentences and slowing down in the middle. This will give your delivery a more conversational feel, along with the added benefit of making it more difficult for your prospect to interrupt you. People will generally interrupt at the end of a sentence. By speeding up at that time, your prospect will not hear a place to jump in.
3. When you get to the really important part of your script, try whispering. This focuses your prospect’s attention, because they will be concentrating on listening, and it also helps to draw them into your performance. It’s enticing. Make sure, however, that you do not whisper so much that they cannot hear you, but just enough to draw your prospect in. Repetition of words can have the same effect. Example: ‘This is a very, very exciting new product.’ The word ‘very,’ repeated twice, spoken slowly and with emphasis, can have an almost hypnotic effect.
When a prospect puts you on a speakerphone, try whispering. They’ll more than likely pick up the receiver, so that they can hear you.