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You Are Here: Home - Newsletters - "Organized For A Living" - Article

Seal The Deal By Phone


We have all read dozens of articles on how to write spicier copy, snappier ads, and "grabbier" headlines. But it's often the PERSONAL touch that seals a big deal -- that clincher phone call. The way you address a client through your spoken expression over the phone can be vital to finalizing a sale. Want to learn how to humanize your human touch? Letís push the keyboard away, do a few vocal warm-up exercises and begin.
POSTURE

If your posture screams out BOREDOM or FATIGUE, so will your† voice. In my office, I sit with my back to a salesman and I can listen to his sales calls without seeing him. I can always tell from his voice when heís slouching or recovering from a rough night!
FACIAL EXPRESSION

Even on the phone people can "hear" the look on your face, so make it a PLEASANT one.
TONE OF VOICE

Match the clientís tone -- the ENERGY level, the PACE, fast or slow, etc. If you jump on them like an eager puppy with your big sales pitch, you'll scare them off. Plus, most people tend to like those who RESEMBLE them in manner.
DON'TÖ

  • ask if it's a good time to talk...you hand them an ESCAPE route on a silver platter


  • chew on a pen, your fingernails, gum, or anything else while on the phone


  • eat or slurp coffee


  • MUMBLE


  • make important calls when you're tired or not feeling well


  • ever put a sales call on HOLD while you take another call


  • repeat STALLING words such as "basically" and "uh" (shows you donít know where youíre going)
HAVE ALL YOUR FACTS CLOSE AT HAND

REVIEW them before the call so they are at the top of your mind and the tip of your tongue. Busy people hate having their time wasted.
REMEMBER TO ASK FOR THE SALE

In the same way the internet constantly reminds Web surfers to "click here", we need to invite the prospect to take ACTION. Donít be afraid to ask for an appointment or an order or a referral -- whatever you need from that prospect.
PREPARE YOURSELF MENTALLY FOR REJECTION

You don't want your DISAPPOINTMENT to come through in your voice because that same client might RESURFACE another day. And you want the client to remember your pleasant disposition, right? You never know when that client might have a sale or referral for you in the future -- end the call on a positive note.

 

Heather Riemer has been a professional writer for 16 years. She now specializes in Web content, including e-zines, press releases and articles just like this one. You may contact her at .


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