The principle. Buyers process your voice before your words. A shaky, fast, high-pitched delivery makes a great script sound desperate. A grounded, paced, slightly lower-pitched delivery makes an average script sound expert.
The four voice levers.
- Pitch — slightly lower than your conversational default reads as authority.
- Pace — 130–150 words per minute is the sweet spot.
- Volume — slightly under what feels normal pulls the buyer toward you.
- Inflection — statements should fall at the end. Rising inflection = uncertainty.
The "downward inflection" fix. When ending an important sentence (the offer, the ask, the price), drop the last syllable. Compare: "It's two thousand dollars?" vs. "It's two thousand dollars." The dot at the end is the close.
Key takeaway. Voice is the most fixable part of your delivery — and the one most reps never train.