Speaking with Vocal Charisma
Did you know that almost no one in admissions gets training in what's called the Art of Tonality? It’s not just what to say, using phone scripts and so forth, but how to say it.
Only 7% of our communication are the actual words that we use. 38% is the tonality with which we use those words. And the remaining 55% is our body posture, our gestures or our facial expressions. However, if you're only using the phone, then a whopping 84% of your communication is tonality. So you don't have the body posture and the facial expressions to work with.
Why is it that admissions representatives do not get training on how to develop vocal tonality? Vocal tonality means that you are grabbing a person's attention and holding their attention, that you are authentically enthusiastic. Because energy and enthusiasm are contagious! The more effective and more authentically enthusiastic, energetic and excited an admissions representative is when they are discussing and exploring the life of their prospective student (The Explorer), the more uplifted and inspired the prospective student will become.
So here's a prime example, a simple way to see how profoundly important tonality is to effective and inspiring communication. There's a great sales trainer named Zig Ziglar. Many years ago, he used an example, which I actually not going to use now, because it was, we'll just say, very politically incorrect. However, I'm updating it for the times with the same exact principle. The phrase I'm going to share with you is, “I didn't say he robbed the bank.”
Now, in this example, I’m going to show you that depending upon which word I emphasize, it changes the entire meaning of that sentence. And with your admissions representatives, if you emphasize one word instead of another, it can change the entire meaning of what you are attempting to communicate as well as it can change the entire emotional experience of what you're attempting to convey.
Now watch how the meaning changes based upon which word I emphasize.
I didn't say he robbed the bank.
I didn't say he robbed the bank.
I DIDN’T say he robbed the bank.
I didn't SAY he robbed the bank.
I didn't say HE robbed the bank.
I didn't say he robbed the BANK…
You can see in every single one of those examples, it changed the meaning of that sentence. So to develop vocal charisma, you have to first be aware that WHAT you say is, of course, fundamental. Second, you need to develop vocal charisma on HOW you say it!
It is critical to practice and role play with a colleague and to get feedback. Find out, how excited and enthusiastic you really do sound! Most people think they sound WAY more enthusiastic, WAY more excited, and WAY more vocally charismatic than they actually are. It’s important to get feedback from each other, from your colleagues, as well as listen to yourself.
Record yourself on your phone. If the calls are recorded, listen to yourself with an honest non-defensive ear, because you can't get better unless you know where you are. You can't go on to greatness unless you know where you are now.
So keep growing, keep practicing, keep role playing because that is the only way you will become a great professional. And when you become a greater Mrs. Professional, you will have more tools and more skills to inspire more people to take action on THIER dreams.
The Art of Admissions
The Art of Admissions, The Art of Admissions University and The Appointment Experts works with career schools throughout the world connecting more students to exceptional schools. Through quantum admissions training, admissions coaching services and personal development coaching, we help your school achieve extraordinary results.
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The Definition of INSANITY: Do same thing, expect different results. The Definition of SANITY: Learn new perspectives, get different results!
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