How to sell over the phone
- Define your purpose: What do you want to achieve?
- Prepare questions: What do you need to ask?
- Prepare answers: Summarize answers to likely questions.
- Practice: Use a voice recorder to hear how you come across.
- Visualize: Put up a picture of your caller or another person. Imagine you are talking to a person rather than a disembodied voice.
If you’re not comfortable on the phone, sales probably isn't the right career for you. Even outside sales reps spend a considerable amount of time on the phone with their prospects. Learning how to capture and keep someone's attention without physically being in their presence is a skill salespeople in every industry must continually hone.
The following infographic from The Gap Partnership, which covers everything from pre-call preparation to sales script tips.
Here's a quick preview of what you'll find below:
- The best time to call is 8 to 10 a.m.
- You should hang a picture of a hypothetical prospect at your desk that you can look at while you speak.
- Using hand gestures will make you sound more engaged and persuasive.
That's just the tip of the iceberg. If you have a question about sales call best practices, odds are you'll find the answers here.