What you need to know for successful phone sales

At a time when personal contacts are difficult, those salespeople who understand the tricks of tele-salles and have that kind of skills, have many advantages in successful sales.

Selling over the phone has its own peculiarities, as we sell only with our voice and words, the body language of the interlocutor is absent. And if we know that words convey only 7% of a message, that voice transmits 38% and body language as much as 55%, then we understand, that we need to pay much more attention to skills that can make up for the lack of message transmission.

In sales, knowledge about the product/service, exceptional communication skills and following the sales process are important. The sales process and knowledge can vary from industry to industry, but communication skills are universal.

And what is worth highlighting:

1. Be confident

Trust is key, whether the call is in or outgoing. If you want anyone to buy from you or perform the desired action, they need to see you as someone who knows what they are doing! Too many people make outgoing calls with fear or hesitation in their voices - resulting in a bad impression of themselves, their company and the product/service.

If you want to be confident, you need to know the products or services you are selling, you need to take care of your well-being at the beginning of the call and that you will deliver the information with a strong voice tone! One of the biggest mistakes I hear, about people working on the phone, is that they sound too ‘weak and weak’ - which means people on the other end of the phone don’t take them seriously.

Act naturally, so not learned or even robotic, customers recognize this.

2. Make it interesting!

All of us, who make a lot of calls a day, face this. If you’re a salesperson who has to make a large number of outgoing calls where you say the same or similar things on every call, that’s probably affecting you right now!

Think about it ... you’ve delivered your script probably 70 times today. You get to the next person and, guess what - you sound like you delivered it today for the 70th! The problem is that this person is hearing it for the first time! Don’t they deserve your best effort and not the tired, boredom, “I’d rather be home than call,” the way you just did?!!

3. Sit up or stand up, a smile is the key to success

Research has shown that a good posture when calling helps you speak more convincingly, making you more confident in the process. Even sitting up and getting up helps you project your voice and speak clearly.

There is scientific evidence that a smile raises the tone of your voice, which means you sound more friendly and warm during a phone call. So even though the customer may not be able to see it, they can hear it. One of the tricks is that the most successful salespeople have the mirror on the table positioned so that they can be seen while calling.

These are just a few important facts, the most important thing at work is a smile. Remember it, always. A smile opens hearts and doors to business.