Cold-calling, in particular, necessitates patience, excitement, and a personal approach when selling over the phone. Because people are so quick to hang up, you just have a few seconds to pique their interest. Proper phone sales etiquette with potential consumers will help you close the deal no matter what you’re selling.
Getting Rid of Hang-Ups
By asking whether it’s a good time to chat, you’re giving the person you’re phoning a reason to hang up. Instead, inform the buyer that you will only be speaking for three minutes. Then, after three minutes, inquire whether you may proceed. This demonstrates that you value their time.
Increasing the level of interest
Avoid presenting a scripted, bland speech. You may make your pitch more intriguing by using descriptions and metaphors to paint a picture of what you’re saying. While speaking, try staring in the mirror. This will allow you to employ the same facial expressions and verbal emphasis as you would if you were speaking to someone face to face. When you call, stand up to increase your energy level; this will show in your pitch. When the other person is speaking, pay attention. To show that you are paying attention, repeat back a portion of what he says and thoroughly answer his questions.
Before making a sales presentation over the phone, it pays to be well prepared. Know your product and practise your pitch so you can hit the most important points quickly. Instead than focusing on the product or service itself, consider how the consumer will profit from it. Consider when the optimum moment is to call. You don’t want to phone a restaurant management in the middle of a busy service, for example, if you’re making a sales call. Wait till after the lunch rush has passed. Avoid phoning just before lunch or towards the end of the day when contacting a workplace.
Improving Your Speaking Ability
Customers may be more trusting of you if they can hear you speak. According to University of Texas communications expert John Daly, as reported in the Wall Street Journal, a deep voice shows authority, whereas a high-pitched voice signals anxiousness. According to Daly, those who speak somewhat quicker than average are perceived as knowledgeable and convincing. When calling consumers, project confidence and self-assurance. Fillers like “uh” and “ah” communicate uncertainty and should be avoided. Try calling yourself every morning and leaving a voice-mail message with your pitch. Consider whether your voice conveys confidence while you listen to the message.