This article is the 3rd article in the Sales Training 101 article series.

Photo courtesy of Tyler Durden1

If you have ever used the phone, you have most likely experienced a new phenomenon. People say things like “Can you hear me?,” “Did you get that?,” or “You’re breaking up!”

Do you know why?

Technology is not perfect. It adds millions of potential customers by solving the “25,000 miles around the world” problem, but it isn’t as clear as person-to-person communication.

The lack of clarity makes it much harder for salesmen to connect with customers, but there is a solution. Using these six tips, you will improve your ability to sell over the phone.

1. Ditch The Bluetooth/ Cellular Phone

Do you know what you guarantee when you use a cellphone or a headset?

A lost sale.

As mentioned above, technology isn’t perfect, so you need to make sure you do everything within your power to limit potential interruptions. Prospects don’t have time for static, dropped calls, or “I can’t hear you.”

Tip: Expert salesmen know how difficult it is to communicate on the phone, so they limit interruptions by: 1) buying and using a lan-line, and 2) avoiding speakerphone.

2. Be Specific and Clear

Just imagine being voted as the best salesman in the United States of America. Just imagine how much money you could make selling things to people.

Well, unless you speak Chinese, you’re going to have no luck in China. People just won’t understand you.

Selling on the phone presents similar problems:

• People speak fast
• People don’t enunciate
• People speak quietly
• People mumble

You may as well be speaking a foreign language.

Tip: Expert salesmen know they need to be clear on the phone because they don’t want to risk losing their prospect.

3. Learn to Listen

How many times have you spoke with a telemarketer who wouldn’t let you say anything?

Hundreds, I’m sure.

When you call someone, you aren’t standing on a stage with a microphone and yelling at them. You’re having a conversation.

Tip: Expert salesmen foster conversation by keeping quiet and listening.

4. “Uhms” Don’t Sell

Tip: Don’t say “Uhm.” They’re annoying and show that you’re unprepared.

5. Slow Down

Did you know that pedestrians are walking approximately 10% faster today than they did 10 years ago? Our culture is becoming more urgent and patience is no longer a virtue.

Do you know what else is speeding up?

How fast some people talk on the phone. These people talk so fast that you can’t understand one single word they say.

Tip: Expert salesmen speak slowly. You need to make sure they hear what you are saying so there is no misunderstanding.

6. Concrete Facts and Benefits Only

People are busy. We’re so busy that we’re walking and talking faster than ever before. We don’t have time to talk about our golf game, or how we’re doing.

When you try to sell on the phone, you need to keep the conversation on track. You need to focus on the sale.

Tip: Expert salesmen present concrete facts and benefits only. They don’t try to monopolize a person’s time unnecessarily.

The Bottom Line

There are enough obstacles when trying to complete a sale over the phone. You need to make sure that you are not responsible for preventing your success.

Bonus: You Sound Like That

Have you ever listened to a recording of yourself?

Almost all people say, “Wow, I sound like that?”

Yes. Yes, you do.

Bonus Tip: Expert salesmen practice their “phone voice” regularly. Buy a recorder, and practice it.

Related posts:

1. Six Sure-Fire Steps to Sell Anything to Anyone
2. Do You Make These Mistakes When You Sell?
3. Who Else Wants To Sell Like Gary Vaynerchuk?