Voice Exercises For Telesellers – Get More Business Over the Phone Using Your Voice Effectively

When you use your telephone, your voice is the singular medium to transport your message. Since your respondents can’t hear you they will inevitably concentrate on your voice. It is only human nature that they will concentrate initially more on your voice then on the content of your message.

How you say the things you say will be more important at this early stage then what you have to say.

People will pick up quickly any insecurity or even fear that is transmitted and in that case would try to end the conversation as fast as possible. Nobody likes to listen to someone who’s voice is trembling, or who is losing the thread and in addition to that uses to many “umms” and “ahhs”.

These are all signs of insecurity, all too well amplified by the medium telephone. The underlying message is if we feel insecure about ourselves, we feel insecure about our product too. How can we expect our prospects to feel good about our product and to buy from us if we can’t do that in the first place?

In order to build a good rapport we have to instill confidence right from the start.

Here are some easy but very effective tips to use your most important tool, your transmitter of your messages, your voice, to the best effect:

Combat fatigue – if you are tired you most likely sound tired. Take care of yourself and try to get enough sleep at all times.
During your working ours try to sit in your chair as straight as you possibly can, stretch your arms over your head at the same time and stay in this position for up to a minute. Repeat this exercise as often as you like. Never slump on your chair whilst on the phone. It suppresses your voice to a degree and makes it sound hollow.
Whilst speaking on the phone always remind yourself of sitting straight, or better still, stand up. I personally like to stand up and even pace up and down the office, because I feel that it gives my voice a certain cutting edge and assertiveness that sometimes is needed to convince.
Speak loud and clear but do not shout.
Intonate your voice, it helps to keep your respondent interested. By “intonating” I mean to higher and lower your voice.
Smile occasionally whilst speaking. Of course nobody will see you smile but there will be a discernible difference in your voice, a bit of merriment and good spirit, and people will pick up on this. You simply sound different over the phone when you do that rather then keeping your mouth half shut whilst speaking.
Control the speech or tempo of your voice. In the early stages of a pitch I always copy my counterpart- if he or she is a slow speaker so am I. And if my prospect is a very quick talker I am going to copy that as well initially. After the first minute or so however, I will adapt to a speed that I feel comfortable with. Interestingly most prospects will adapt to my style. The slow speakers tend to pick up pace and the nervous and quick ones will slow down. Soon they will be in tune with you.
Last but not least: – Use good quality telephone equipment.

I find this tactic very helpful and empowering. Not only does it help you to control the conversation, but also to build better rapport. You will leave a positive impression and people can remember you better.

Many telesales people speak far too quick and tend to rattle on and on. These individuals tend to oversell and don’t take enough time to listen what their customer might have to say – often missing vital clues and information. I am fully aware that this is a mistake too easy to do, borne out of nervousness and sometimes boredom. At the beginning of your career you might feel more nervous during these first few months, but if your pitch is a very rigid one, you soon know every word you are going to say by heart and a natural reaction is to get through it as quickly as possible. Time to go over your pitch and tweak it a bit to give it more punch and to keep you on the toes.

I try to remind myself that my pitch might be second nature to me and I might know it by heart. As for my prospects, for each one of them it is always new and interesting information.

Let’s make it easy for them to relax a little and to enable them to concentrate on what we got to say by being relaxed but professional ourselves.

I hope you are doing well in your sales environment. In case you want to discuss this further,I offer free telesales advice via email and by telephone.

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Teleselling and Acting Like a Human who Actually Cares

If you are engaged in any type of selling career then you know that using the phone during the sales process is necessary. How you use the phone can indeed make or break the sale. These days with CRM machines, Voice Technologies and push 1 if or push 2 if automated machines, a real human voice is a plus. But not if you do not act like a human, a human that really cares that is. In Teleselling you must not only act like you are human, but Acting Like a Human who actually cares is the key.

Too many people act like order takers during the sales process the minute they get on the phone they go into rapid fire prepared sentence speech. They talk over the other person, do not hear what they said. If the client or prospect wanted that they could call the phone company, American Express or their Cell phone provider and not have to talk to the likes of you.

Would you please do your self a favor and act like a human, with real live human emotion? Emotions like empathy, caring and honest listening. And not just act like you mean it, truly caring. Because if you do the customer will respond in kind and you will be able to move the sales process forward without them hanging up on you or making an excuse to get off the line. Trust me on this in 2006.

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Developing Good Phone Habits Can Dramatically Increase Sales

The best salespeople look at every telephone call – the ones they make and the ones they receive – as a potential sale. Good phone manners can turn a “no” into a “yes”; bad phone manners can sink a possible sale. Use these six tips to improve your telephone skills and become a better salesperson:

1. Get right to the point – When making outgoing calls, your first sentence should state your purpose. For example, “Hi, John, this is Mike McCann with Global Business Cafe calling briefly today to let you know our next E-lert is going to be on July 2 and I want to interview you for an article.”

2. Smile before you pick up the phone – whether it’s an incoming call or one you’re about to make. You would be surprised how many customers will be able to tell you are smiling, because your smile comes across in your voice. Some salespeople even put a mirror near the phone, to remind them to smile.

3. Enunciate your words – Speak clearly and avoid slang and industry jargon. Never eat, chew gum, or smoke when you are on the phone. Speak directly into the phone: Some experts estimate that you lose 75 percent of your volume when you hold the receiver below your mouth.

4. Never treat customer calls as interruptions – The best salespeople realize that their customers sign their paychecks. No matter how busy they are, every time a customer calls they treat it as an opportunity to solve a problem, build a relationship, and make the customer feel important.

5. Block out everybody but the caller – When you pick up the phone, you need to shut out all the other distractions around you and devote 100 percent of your attention to each caller. If you need to put someone on hold, explain what you are doing, and keep hold time to a minimum. Always thank the person for holding when you return. Don’t interrupt the caller when he or she is talking — even if you already know what he or she is going to say.

6. Have answers ready – Keep track of the most common questions and problems that callers have and keep answers and solutions near at hand. The quicker you can solve their problems, the more they will appreciate you as a resource.

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Phone Sales Considered

Some might condemn phone sales, but I assure you they are by far the smartest form of creating and initiating business transactions. Think of it this way, they are green in that no one is driving around and spewing carbon into the air, creating traffic, or wasting energy. Additionally, if someone isn’t interested they simply explain this and the call ends and it’s noted, saving everyone a lot of time, effort, and money, thus more profit for all parties concerned.

Phone sales are also completely efficient in every regard, and the interactive process of asking questions, giving details, and explaining products and services gets to the essence of basic communication. It is for this reason that phone sales especially business to business make sense all the way around, thus, I am a proponent. Indeed, while running my company we sent out marketing and sales teams to every city we set up a franchise in, some 450 cities we served in all, so that’s a lot of leg work, and the phone was a key element in making that happen for our franchisees.

Now then, there are some challenges with telemarketing and teleselling, just as there is with junk mail and SPAM as well. So, I am not about to defend nonsensical sales practices, in fact, critique them pretty hard when asked about the topic. If you are into sales, you need a constant supply of reading material to keep your mind 100% in the game to win. Perhaps, get a hold of some books or eBooks on the topic, fast-paced books which are quick, simple, and easy to read.

Why? Because a sales person must stay in the flow of techniques and strategies to move the sales process forward. Anyone can gab away on the telephone, but that’s not enough to make you a good phone salesperson. Indeed, being able to hold a conversation, or capture someone’s attention for a long period of time might be great to make new Facebook friends, but when it comes to business and productivity – time is money and wasting your time and the other party’s time – well, that’s just not funny, nor is it a noble cause.

Lastly, you do not need to use super tricky tactics to get someone to buy, nor should you EVER tell a falsehood, rather you should listen to their needs, wants, desires, and determine if you can legitimately solve their problems, if you can explain how, and then kindly ask for the order. Yes, there is more to it than that, but, then again this article is only the beginning of your journey into the world of teleselling isn’t it?

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Increase Sales By Understanding That Cold Calling Goes Beyond the Telephone

Cold calling is viewed by many as calling strangers on the telephone. Having a father who was a professional sales person, his belief was that cold calling began by knocking on doors. Using the telephone was for wimps, those who couldn’t stomach the reality of face to face rejection.

Recently, I came to realize how pervasive this belief is. Part of my marketing activities includes Internet article marketing. In submitting to one site, article categories sometimes are changed by the editors. I had submitted several articles on cold calling within the category of sales and then discovered that the category had been changed to sales teleselling. Even the editors at this article directory believed that cold calling was only for the telephone.

In this age of high powered electronics from email to cell phone to landlines, sales people have become somewhat insulated from the real world. The thought of physically cold calling by knocking on a door leaves many salespeople actually sick.

However, if we accept the premise that we drive by more business than we will ever get what is keeping us from just stopping by business, knocking on the door and getting to know the person inside? Since business today is just about if not more so about relationships, then isn’t face to face a much better way to begin that relationship?

So why the fear of the face to face meetings? Probably that fear of cold calling goes back to your childhood when you were conditioned not to strangers especially if a place you were not invited.

Yet, we meet and even talk strangers all the time on the streets. We smile at them and mean even say good day to them. However when we begin to connect that stranger to an actual physical activity of cold calling suddenly our behavior changes.

Why not take a change to begin to increase sales by just stopping by someplace and see what happens. One of my clients has adopted this cold calling strategy on a weekly basis and is getting one new client every quarter. So it does work, all you have to do is give it a try.

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