How salespeople use their voices may spell the difference between success and failure. Here’s hoping none of your people (or yourself) are counted among these six types of speakers doomed to failure.

1. Mumblers. If prospects often ask you to repeat yourself, you might be a mumbler. Generally, mumblers are insecure and need to gain confidence. Standing before a mirror and repeating “I will no longer mumble because what I have to say is worth hearing” may be an effective cure.
2. Slow talkers. Pay attention to customers’ expressions when you talk. If they look board, or their attention starts to wander, you may be speaking too slowly. Time yourself by reading aloud. If you use fewer than 120 words a minute, try to increase your speed.
3. Fast talkers. Speaking too quickly can also be a turnoff — especially if it’s caused by the fear that people will lose interest if you slow down. If you use more than 160 words a minute, try to slow down.
4. Screechers. These are people with loud, piercing voices. If you find yourself guilty of this problem, learn to calm down.
5. Weak voices. People with this problem usually don’t breathe deeply enough. Try using your abdominal muscles to breathe. Aerobic exercises can help.
6. Interrupting others. Salespeople who interrupt others or cut off/finish buyers’ sentences often aren’t good listeners. They tend to be impatient and don’t want to wait for their turn to speak. Eliminating this habit requires a dedicated effort to stay quiet until prospects or customers have finished speaking.

Adapted from “The 12 Cliches of Selling” by Barry Farber

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