Intonation der Stimme oder „von der Frage zum Befehl!“

Allgemein

Kennst du das? Du sitzt in einem Verkaufsgespräch mit deinem Kunden, in einem Meeting vor deinen Kunden oder einfach einem Gesprächspartner gegenüber. Du möchtest ihm etwas fragen, was er mit „Ja“ beantworten soll oder du möchtest ihn von einer Sache überzeugen. Du bekommst häufig ein „Nein“ auf deine Fragen. Kann es sein, dass du deine Fragen nicht richtig betonst?

Viele Verkäufer erheben am Ende des Satzes die Stimme und sprechen im Kundengespräch eher ein Singsang, d.h. die Stimme geht auf und ab. Dieses rauf und runter deiner Stimme verunsichert eher deinen Kunden.

Stell dir vor, ein Polizist würde bei einer Polizeikontrolle die Frage mit einer verunsicherten, Singsang Stimme nach deinen Papieren fragen. Wenn er dich dann auch noch auffordert Warndreieck, Weste und den Verbandskasten zu zeigen kann es zu einer Lachnummer werden.

„In Verhandlungen und bei entscheidenden Fragen/Aussagen muss die Stimme nach unten gehen!“

Wenn du am Anfang des Gespräches – in der Beziehungsphase bist, dann ist es in Ordnung, wenn deine Stimme rauf und runter geht. Das hat etwas melodisches und vertrauensvolles. In dieser Phase ist es sogar förderlich, wenn du so sprichst. Merke dir daher, dass wenn es um die Sache geht, muss die Stimme am Ende runter gehen!

Hier ist es im Detail erklärt:

Wenn du den Kunden nach seinen Liefermodulitäten fragst.

z.B. „Sollen wir zum ersten des Monats liefern?“

Das provoziert bei deinem Gegenüber ein Nein, weil er dir unter Umständen nicht glaubt. Er merkt, dass du dir selber nicht sicher bist.

Deine Stimme strahlt in dem Moment sehr viel Unsicherheit aus. Das merkt dein Kunde bewusst oder unbewusst. Das Unterbewusstsein deutet es als Frage und verarbeitetes als solches auch genauso.

Stellst du die gleiche Frage, in derselben Tonlage, von Anfang bis zum Ende wirkt die Frage wie eine Aussage.

Er weiß dann selber nicht so recht ob er zu deinem Angebot „ja, gerne“ oder „vielleicht, ich weiß es nicht so genau“ oder dir ein „nein“ hinschmettert.

Spannend wird es, wenn du die gleiche Frage:

„Sollen wir es zum ersten des Monats liefern?“

in dem Befehlsmodus sprichst. Das heißt, du gehst am Ende der Frage mit deiner Stimme bewusst nach unten. Das Unbewusste deines Kunden wird die als Befehl aufnehmen und dir ein Ja geben.

Probiere es gleich mal aus, benutze zum üben einfach dein Smartphone. Die meisten Handys haben eine Diktierfunktion. Nimm die Tageszeitung oder einen Onlineartikel und lese den Artikel mit den verschiedenen Betonungen in dein Gerät. Wenn du etwas sicherer mit den Betonungen bist, dann spreche deine Verkaufsgespräche, Präsentationen in dein Smartphone.

Höre dir dann die Aufnahmen an und höre dir an, ob die Betonung deiner Stimme am Ende tiefer gegangen ist. Nimm dir am besten jeden Tag etwa 10 Minuten Zeit dafür.

Die ersten drei Minuten um einen Text einzusprechen. Die nächsten drei Minuten um es dir anzuhören (es kann sein, dass es dir am Anfang etwas komisch vorkommt die eigene Stimme vom Tonband zu hören. Wir hören unsere Stimme beim sprechen immer etwas anders).

Die letzten 4 Minuten verwendest du dafür, die Passagen zu üben bei denen du gepatzt hast.

Wenn du das einige Wochen geübt hast, geht deine Stimme ganz unbewusst am Ende nach unten.

https://youtu.be/zmWf6uOVXBQ

Probiere es einfach und gebe mir ein Feedback und folge meinem Youtubekanal :

https://www.youtube.com/channel/UCXgengOMZxSJorSzVtPlK5A

Instagram:

https://www.instagram.com/busch_oliver

Facebook:

https://www.facebook.com/verkauf.rhetorik.verhandeln/

Twitter:

https://twitter.com/ollib2010

507 Gedanken zu „Intonation der Stimme oder „von der Frage zum Befehl!““

    • Moin,
      als erstes probiere einfach aus 🙂
      ich finde es eher unwahrscheinlich, das der Gegenüber erkennt, da es vom Unterbewusstsein verarbeitet wird.
      Mir ist es noch nie passiert, dass es jemand hört, man müsste schon speziell darauf hören.
      Wenn es passieren sollte, würde ich mein Gegenüber loben für seine guten Zuhörfähigkeiten und würde es mit Humor nehmen.
      Hast du es schon ausprobiert oder trainiert?
      lg
      oliver busch

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