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You Are Here: Home - Newsletters - "Organized For A Living" - Article
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? Let’s 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 he’s 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 client’s 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'T…
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. Don’t 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 . Want to receive these kind of articles via e-mail each month? Sign up for a free subscription. Click here to return to "Organized For A Living" -- May 2002... Add this page to your Bookmarks!
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