60 Auditory Words and Phrases to Make Your Sales Pitch Resonate
When it comes to sales, the words you use are just as important as the solution you‘re selling. In fact, research from Yale University found that the right choice of words can increase your persuasive power by as much as 12.6% (Brennan, 2020).
One of the most effective ways to boost the impact of your sales conversations is by incorporating sensory language – words and phrases that evoke sight, sound, and feeling. As famed sales trainer Zig Ziglar once said, "People buy on emotion and justify with logic." By appealing to the senses, you create a more immersive and memorable pitch that hits prospects on both a rational and emotional level.
In this post, we‘re diving deep into the world of auditory language and exploring how you can use it to make your sales pitch resonate. Whether you‘re on the phones or meeting over Zoom, sprinkling in words that conjure sound and emphasize listening can be especially powerful for connecting with prospects and driving decisions.
The Three Types of Sensory Communicators
Before we jump into auditory words and phrases, it‘s important to understand the three main types of sensory communicators:
-
Visual: These prospects respond best to language related to sight. They need to "see" how your solution works and often ask for images, demos, or videos. About 65% of the population are visual communicators.
-
Auditory: Auditory prospects prefer words that evoke sound and highlight listening. They want to "hear more" about your offering and engage in a two-way dialogue. Around 30% of people fall into this category.
-
Kinesthetic: Kinesthetic communicators respond to tactile language that emphasizes action and feeling. They want to know how your product or service "feels" and are driven by emotion-based selling. Roughly 5% of individuals are kinesthetic.
Most people use a mix of sensory language in their communication, but will have one dominant preference. A study by Psychology Today found that matching your language to a prospect‘s preferred modality can boost rapport by 86% and increase persuasion by over 50% (Ellerton, 2021).
So how do you know if you‘re dealing with an auditory communicator? Here are some common phrases to listen for:
| Auditory Phrases | Translation |
|---|---|
| "I hear what you‘re saying" | I understand and agree |
| "That sounds good to me" | I‘m interested in moving forward |
| "Can you speak more about…?" | I need additional information |
| "Let‘s discuss this further" | I want to engage in a dialogue |
| "Something about that doesn‘t sound right" | I have concerns or objections |
When you hear this type of language, you know you‘ve got an auditory communicator on your hands. The key is to adapt your pitch to focus more on sound-based words and opportunities for verbal exchanges.
60 Auditory Words to Liven Up Your Pitch
To help you spice up your sales conversations, we‘ve compiled a list of 60 auditory words and phrases you can pepper throughout your pitch. Mix and match from each category to add variety and keep prospects engaged.
Words Related to Sound
- Hear
- Listen
- Sound
- Speechless
- Monotone
- Resonate
- Tone
- Voice
- Harmony
- Drum up
- Echo
- Amplify
- Tune in
- Attune
- Shout
- Whisper
- Silence
Words Related to Music
- Melody
- Pitch
- Rhythm
- Symphony
- Compose
- Instrument
- Orchestra
- Chorus
- Tempo
- On beat
- Bass
- Treble
- Scales
- Octave
- Crescendo
- Decrescendo
- Duet
Words Related to Talking
- Speak
- Talk
- Discuss
- Converse
- Dialogue
- Mention
- Articulate
- Verbalize
- Assert
- Debate
- Lecture
- Utter
- Proclaim
- Rumor
- Gossip
- Babble
- Chat
Words Related to Listening
- Eavesdrop
- Hark
- Heed
- Overhear
- Attention
- Auscultate
- Hang on
- Audit
- Discover
- Examine
- Receive
- Accept
- Detect
- Uncover
- Notice
- Lend an ear
Using these words will help you communicate in a way that resonates with auditory prospects and demonstrates that you speak their language. For example, instead of saying "I think our solution would be a good fit," you might say "From what I‘m hearing, it sounds like we could really amplify your team‘s productivity."
Crafting an Auditory-Rich Sales Pitch
Now let‘s look at how you might weave auditory language into your sales pitch from start to finish. Imagine you‘re selling project management software to a mid-sized manufacturing company. Here‘s how an auditory-focused pitch might sound:
Introduction
"Hi Sarah, thanks for taking the time to speak with me today and lend an ear to how our software can help your team hit the right notes. I‘ve been listening to the challenges you mentioned around missed deadlines and communication breakdown. That really resonates with feedback I‘ve heard from other manufacturing clients."
Value Proposition
"Our project management platform acts like a conductor for your team, orchestrating tasks and keeping everyone on tempo. When a new task comes in, the software automatically composes a workflow and notifies each team member, so nothing falls through the cracks. You can also tune in to project status at any time and listen for potential roadblocks."
Overcoming Objections
"I hear your concerns about the learning curve for new software. The good news is our platform is incredibly user-friendly and intuitive. We‘ve heard from clients that their teams were humming along in just a few days. We also provide comprehensive training to make sure everyone is singing from the same songbook."
Closing
"Based on our discussion, it sounds like our software could be music to your team‘s ears. The next step is to schedule a brief demo so you can experience the platform for yourself. I‘m happy to talk through any other questions and discuss pricing options. If everything sounds good, we can get you up and running ASAP. What do you think?"
Notice how the pitch uses a mix of literal auditory words (listen, hear, tune in) as well as auditory metaphors (conductor, singing from the same songbook) to verbally illustrate how the software works. The rep also emphasizes the two-way dialogue, mentioning the "discussion" and welcoming questions.
The Case for Mastering Sensory Language
Developing fluency in sensory language, and adjusting to each prospect‘s preferred style, is one of the most powerful ways to level up your sales conversations. When you speak in terms that light up a person‘s dominant sensory receptors, you create instant rapport and communicate in a way that just "clicks."
Plus, using vivid sensory words immerses your prospect in the experience of your offering. Rather than listening to a generic pitch, they can practically hear, see, and feel the benefits you describe. This helps them envision your solution in their world and brings abstract concepts to life.
Best of all, mastering sensory language makes you a more engaging, persuasive, and memorable salesperson. Even if the initial conversation doesn‘t immediately lead to a close, you‘ll stick in the prospect‘s mind and plant seeds for future opportunities.
So start listening for your prospects‘ preferred sensory words and sprinkling more auditory language into your pitch. Train yourself to think in terms of sound, rhythm, and dialogue as you describe your offering. Before you know it, sensory selling will become second nature and prospects will be all ears.
References
Brennan, C. (2020, March 22). Choose Your Words Carefully: What the Research Tells Us About the Power of Language. Yale Insights. https://insights.som.yale.edu/insights/choose-your-words-carefully-what-research-tells-us-about-power-language
Ellerton, P. (2021, June 8). Are You an Auditory, Visual, or Kinesthetic Communicator? Psychology Today. https://www.psychologytoday.com/us/blog/the-ethical-professor/202106/are-you-auditory-visual-or-kinesthetic-communicator
