The document discusses tonality and body language as the secret weapons of influence. It emphasizes that building rapport through effective tonality and body language is an art that any salesperson can master with practice. The document provides exercises for salespeople to practice different tonal patterns and body language techniques when interacting with prospects in order to capture their attention, engage them, and influence sales. It encourages customizing techniques to specific industries and sales situations.

1. TONALITY: THE SECRET WEAPON OF
INFLUENCE
Online Workbook

2. Tonality:
The Secret Weapon of Influence
Building rapport through effective use of body language and tonality is truly an art form; it’s the secret
weapon of every great influencer whether the know it or not—in terms of how to influence a sale and
build trust. The good news is that anyone can learn to master it with enough practice! As you will soon
realize, the tonal patterns and body language that that you use will translate into every aspect of your
life—business and personal alike.
Now that you’ve gone through Module X and watched the deconstruct videos, it’s time to take the
secret weapon of influence to the streets! The following check-ins and exercises will help you embody
and master the principles that are critical to lower your prospect’s action threshold and build constant
and powerful rapport.
1. 3 Things in 4 Seconds
Think about how successful you are in making an impact in your very first interactions with people.
When you initiate contact with prospective buyers, what is the typical reaction that you get from the
prospect?
-Is it upbeat and energetic or tired and bored
________________________________________________________________________________
-Do they regularly brush you off or allow you the opportunity to talk for more than 30 seconds
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3. Tonality:
The Secret Weapon of Influence
Think about how you might increase your success rate in your initial interactions with prospective
buyers in terms of creating greater impact and rapport immediately.
How are you going to demonstrate that you are:
4.Sharp as a tack………………………………………………………………………………………………………………………..
6.Enthusiastic as hell………………………………………………………………………………………………………………….
8.An expert in your field…………………………………………………………………………………………………………….
Remember that your words are important but how you say them is absolutely critical to the initial
impression you create on your prospect.
Write down the words that you will use, but also the tonal patterns that you will apply to your words
and the body language that you want to display.
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4. Tonality:
The Secret Weapon of Influence
2. While you are watching and listening to the deconstruct scenarios, watch for the following tonal
distinctions:
• Scarcity/Urgency
• Reasonable Man
• I care Tick the box for the ones
• Declarative Statements that you observed.
• Series of 3 up-tones
• Absolute certainty
• Pre-supposing tone
• I really want to know
Practice these tonalities at every opportunity. For example, today, take the opportunity to go to friend
or spouse and pick any subject and talk using these tonalities. Pick something you’re passionate
about so that you can really get into each tonality.
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5. Tonality:
The Secret Weapon of Influence
3. Tonalities, when coupled with a customized script and body language, are extremely powerful.
After watching the module on tonality and the deconstruct videos, take the examples that Jordan
presents and customize them to your own specific industry and location. Remember, there are key
moments where you will want to stress a syllable, pause, or group your words together. Make notes
of any specific details or nuances that you should pay close attention to as you go along. With
enough practice you will learn to interact with your prospects so that they are practically hanging
on your every word!
For each of the following Tonal Patterns, write a key phase that you would use in your current sales
interactions that you could use to incorporate each tone into your routine.
• Scarcity/Urgency…………………………………………………………………………………………………………………….
• Reasonable Man ……………………………………………………………………………………………………………………
• I care ……………………………………………………………………………………………………………………………………..
• Declarative Statements …………………………………………………………………………………………………………
• Series of 3 up-tones ………………………………………………………………………………………………………………
• Absolute certainty …………………………………………………………………………………………………………………
• Pre-supposing tone ………………………………………………………………………………………………………………
• I really want to know …………………………………………………………………………………………………………….
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6. What’s Your Body “Language”
Another key element to getting prospects to like and trust you is through your use of body language.
You can have an immediate positive impact on clients by presenting a professional and smart
appearance, and demonstrating purposeful body language. It’s important to remember, even
when you are only interacting on the phone, how you move your body affects the tone of your
voice. Take your knowledge of body language to the streets in the following ways.
• We’ve all heard it, “You only get to make a first impression once!” Take some time today to assess
how you are wrapping your package—do a wardrobe check and general “personal appearance
check”—are you dressing for success?
• Practice the different approaches in communicating with men versus women, during your day-to-
day activities. If you are conversing with a woman, remember, don’t be a “space invader”. When
conversing with men, don’t confront them head-on.
• Practice “The Cooperator’s Handshake” with everyone you meet, shaking hands in a basic neutral
way, at waist level, using the same pressure as the other person, and start making a good first
impression.
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7. What’s Your Body “Language”
• Putting your matching and mirroring and pacing and leading skills to work right now! Start
practicing the subtle art of combining tonality, body language and words, in small ways with your
prospects, friends or family members.
• With matching and mirroring, the key is to not make it obvious by changing positions the moment
they do. Instead, wait a few seconds, move around a bit, and then match a portion of the other
person’s posture such as crossing your arms or putting your hand on your hip.
• The key to pacing and leading is to make sure it’s a comfortable conversation; one that supports
the other person in moving you toward their desired outcome.
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8. What’s Your Body “Language”
In addition to these exercises, remember to review and begin to embody the 6 Key Competencies that
affect your ability to capture your prospect’s attention:
• TONALITY: the secret weapon to influence a sale and build trust. Crucial to lowering the client’s
action threshold and to establish rapport.
• IMPACT: how to capture their attention instantly.
• ENGAGEMENT: the ability to hold someone’s attention without falling out of rapport.
• SHARP: the ability to be perceived by someone else as someone who can get them what they want,
someone who’s not going to waste their time, and someone worth listening to.
• SALES ENTHUSIASM: the ability to communicate on an unconscious level—the feeling that “this
must be good or why would they be so enthusiastic?”
• AUTHORITATIVE: the ability to come across as an expert in your field.
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