Voss's three vocal modes — pick the right one for the moment.
1. The Late-Night FM DJ Voice. Default for 80% of selling. Slow, calm, downward inflection at the end of statements. Signals: "I'm not stressed. I've done this a thousand times. You're safe with me."
Use when: handling objections, closing, anytime tension is rising.
2. The Positive / Playful Voice. Default for opening and rapport. Smile in your voice. Slight upward energy. Signals: "I'm easy to talk to. This won't hurt."
Use when: cold opens, breaking the ice, asking lower-stakes questions.
3. The Assertive / Direct Voice. Use sparingly. Firm, downward, no apology. Signals: "I'm certain. This is the truth."
Use when: making a clear ask, naming a hard truth, refusing a discount. Overusing this voice makes you sound aggressive and triggers resistance.
The mistake reps make. Defaulting to assertive when they should be DJ. Pushing harder when the prospect is already tense raises the temperature and kills the deal.
Rule. When tension goes up, your voice goes down (volume, pitch, pace). Always.