Cadence and Inflection

Are your customers sitting in front of you, at your desk, struggling to stay awake? Does your presentation have a certain numbing effect? Could a medical professional prescribe, in place of sleeping pills, your Business Office presentation? Hopefully it’s not this bad, but I’ve seen some that practically rivaled a lullaby.

Read the following statement quietly to yourself:

Results have shown that our happiest customers are those who don’t have to pay for any of their repairs for all covered parts and labor less their deductible of course (punctuation intentionally omitted.)

Now read the statement aloud. How does it sound?

Again, read the statement, but this time in front of a colleague. How does it sound to them? If they tell you it makes a trip to the DMV seem thrilling, you have work to do.

Now try this…

Results have shown that our HAPPIEST customers are those who don’t have to pay for ANY of their repairs, for ALL covered parts and labor, less their deductible, of course!!!

This is a difficult subject to tackle in written word, but I think you get the point. How is your menu presentation flowing? Keep the conversation engaging through proper cadence and inflection. Inducing narcolepsy won’t help you communicate your message and they aren’t buying if they aren’t following along.

Give it a try.

Good luck and good selling!

Erik Landrum
F&I Performance Coach at Conley Insurance Group

For a printable version click here.