Phone Selling Techniques
Here are several easy and practical phone selling techniques you
can use to increase your sales.
First - do not underestimate the value and the role your telephone
plays in your selling success.
There are two options when it comes to recording your voicemail
message. You can change your message every day or you can rely on
one good message. I suggest you don't change your voicemail message
every day. I know the reasons why you might be doing it this way
but there is more work than there is benefit to you.
When you record your permanent voicemail message - do it while
standing up. You'll have more energy and your message will sound
better. Avoid the dreaded monotone and talking too fast - which
is what you're more likely to do when you change your message everyday.
Make sure you're smile-talking when using the telephone to make
or take phone calls. To help you maintain a smile throughout
the phone call I suggest you buy and use a 4" X 5" mirror.
Place this mirror near your telephone in your office. Check the
mirror often to make sure you're smiling. When you're on the phone
you can tell whether or not the other person is smiling and so can
the other person.
When using a telephone in your office use a telephone headset - Plantronics has a good selection to choose from. This frees
up your hands and allows you to become more animated and you'll
sound more energetic and professional.
Another phone selling technique is to take good notes whenever
you're talking to a sales prospect or customer. Obviously, you don't
want to do this while you're driving - only when you're in your
One of the secrets to selling more everyday is to listen carefully
to what your sales prospects are saying.
When you listen carefully you'll often pick up clues about their
challenges and opportunities. And the best way to listen carefully
is to ask sales questions skillfully.
For example, "What qualities are you looking for in a supplier"
is a terrific question that often gets your sales prospect talking.
Imagine your sales prospect responding with, "My best suppliers
are the ones who are the most responsive and the most
Now you're thinking "That's a good answer and we're responsive
and very reliable."
You can't know that for sure unless you know how specifically your
sales prospect defines "Responsive" and "Reliable."
So you'll want to ask a follow-up question like, "When you
say responsive, how are you defining that?"
The telephone is an extraordinary business tool. It's also a great
From time to time you should record yourself so that you can hear
what your sales prospects and customers hear. If you haven't done
this within the last 12 months you're in for some surprises. As
soon as you play back the recording your telephone skills will improve
These are just a few phone selling techniques you can use to start
selling more today and everyday.
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