I was never really fond of my sales manager when he strode into the call center and bellowed: It sounds dead in here. Raise your voices!

Was he crazy?

Here I was, having another intimate chat with a prospect about Time-Lifes Nature Library and suddenly, I sounded like I was calling from a zoo!

Later, after becoming the top seller and then a sales manager in my own right, I came to appreciate the validity of his rude advice:

Bigger voices sell better.

Period.

This may seem counterintuitive to you, as it did to me, long ago, but its actually true.

Here are three reasons you want to raise the volume, whether you are a salesperson or a manager:

(1) Louder voices sound more confident than whispery ones, and confidence is contagious. Prospects must believe in what youre saying, and they defer to you more often when you sound big and extroverted.

(2) When you can hear other reps as they sell, it picks up your spirits, and you feel less alone and self-conscious. So, you enjoy yourself more, just as you do at a louder party.

(3) This works in a sales context in the same way that Dale Carnegies advice works in public speaking: Act enthusiastic, and youll be enthusiastic. In other words, your attitudes follow your behavior. If you can get yourself to sound confident and successful, youll become so.

I know, you may be thinking, I dont like that; I dont want to sell that way!

I can relate. If your want to argue with success, go ahead.

Just do it LOUDLY!