Ten Phone Sales Tips
Ten Tips for Good Phone Salesmanship
- RELAX
Relax before getting on the phone; trust yourself to say the right thing. Remember, it is not so much what you say, but how you say it.
- THINK ABOUT HOW YOU SOUND
Most people talk too fast, especially when they're nervous. Your nerves also give your voice a higher pitch. Concentrate on slowing down. Speak slower and lower; you become more believable.
- MIRROR
Mount a mirror where you can see yourself as you talk on the phone. It will help you to pay attention to how you look when you are on the phone and how you look affects how you sound. Place notes on the mirror to remind yourself of things that make the calls better for you, such as “Smile” and “I am calling to build trust that will lead to sales”.
- SMILE
Use the mirror to remind yourself to smile. People can hear a smile over the phone and it helps to engage their willingness to talk with you.
- POWER POSITION
Remember, your power position is standing up. When you stand, you have more power in the way you sound and more confidence in yourself.
- WIIFM
Remind yourself that people listen best to their favorite radio station…What’s In It For Me.
- DON’T SELL EARLY
The call is a place to build trust; a benefit statement can show them why they need to talk with you. I call this the “hook” that helps to get their attention.
- WHAT IS IN A NAME?
Our names are important to us. If you can use the person’s name at least twice in your call, it will help to build trust and lead them to relax with you.
- CONFIDENCE
Work on your confidence. Do you believe in your product or service? If you believe the marketplace needs your product or service and you are the best at providing it…you are unstoppable.
- ENDING THE CALL
When ending a call, always wait for the other person to disconnect first. If you hang up too quickly, you may miss an important question they have at the end of your conversation, and they will feel hung up on.