Learn how to control your tone of voice to increase trust, engagement, and close rates—based on Jeremy Miner’s proven techniques.It all begins with an idea. Maybe you want to launch a business. Maybe you want to turn a hobby into something more. Or maybe you have a creative project to share with the world..

IN THIS LESSON

The Importance of Tonality

Tonality is one of the most overlooked—but most powerful—tools in your sales toolbox. , “It’s not just what you say—it’s how you say it.”

In home solar sales, homeowners don’t just hear your words; they feel your confidence, curiosity, and sincerity through your tone. If your tone is too aggressive, rushed, or disinterested, even the best script won’t land. But when your tone matches your intent—calm, curious, empathetic, assumptive—it instantly lowers resistance and creates emotional connection.

Why it matters:

  • Builds trust within the first 10 seconds

  • Reduces sales resistance and skepticism

  • Increases engagement and response quality

  • Helps guide the flow of the conversation with subtle control

Practice makes perfect

Tonality isn’t something you’re born with—it’s something you train. The goal is to be intentional with how you sound, depending on where you are in the sales cycle.

Here are a few key tonal patterns to focus on, taken directly from Jeremy Miner’s philosophy:

⬇️ Calm/Neutral: Use this when asking basic questions or stating facts. Keeps the customer relaxed.
🔍 Curious/Inquisitive: Use a slight upward inflection when asking problem-awareness questions. Makes you sound truly interested.
🔒 Assumptive/Confident: Use a firmer, downward tone when confirming details or transitioning. Builds authority.
📉 Concerned/Empathetic: Slightly softer tone when the customer talks about frustrations. Shows you care.

Practice Makes Perfect

Tonality is like body language—but for your voice. You have to train it the same way athletes train muscle memory: with consistent, intentional reps. The goal is to make the right tone feel natural so it shows up when it counts—on real sales calls and in-home presentations.

Here are three powerful ways to build that muscle:

🪞 1. Mirror Practice
Yes, it feels awkward at first—but this is one of the fastest ways to spot problems with your delivery. Stand in front of a mirror and deliver your opener, questions, or pricing explanation out loud. Pay attention to:

  • Your facial expressions (do you look relaxed or intense?)

  • Your pace (are you rushing or dragging?)

  • Your inflection (are you flat or engaged?)

  • Your eye contact with yourself (would you trust you?)

Do this for 5–10 minutes daily. Treat it like vocal push-ups.

📱 2. Record Yourself Daily
Pick one section of your pitch—like your intro or transition into discovery—and record it on your phone using different tones:

  • Curious

  • Calm

  • Authoritative

  • Empathetic

Listen back and critique yourself. How do you feel when you hear it? Would you buy from that voice? If not, adjust your tone, pause longer, smile subtly when speaking—and re-record. Reps = results.