Now, if the salesperson wanted to increase that likelihood even further, then they could layer the tonality for scarcity on top of the words said. We call this second type of scarcity tonal scarcity. Specifically, tonal scarcity is when you lower your voice to just above a whisper and then put a little oomph into it! Applying that tone of voice to a word or phrase triggers a sense of scarcity in the listener’s unconscious mind, which then sends a signal to its conscious counterpart, in the form of a gut feeling. In other words, tonal scarcity stacks on top of verbal scarcity, so that the sound
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