Have you ever practiced making a phone call
over and over again in your head or even with a friend
and then when you go to actually make
that same prospect and call in real life,
it sounds completely different?
It's incredible how different we sound
as soon as we start talking to a real live prospect.
And there were some very easy tricks that you can use
to sound much better when you're on sales calls
so that way the prospect is less likely
to immediately think, "Oh, this is a sales person,"
and instead take a minute and actually listen
to what you have to say.
In this video, I'm going to show you seven quick tricks
to sound great on sales calls, check it out.
(upbeat music)
Number One- Remember, it's just a game.
Just imagine if you watch someone
approach someone else at a bar
and they want to ask that person out on a date.
If that person who is making the approach
seems really nervous and is trembling in their voice
and is shaking, how do you think they're likely to do?
Probably not very well,
and prospects will feel the same thing about us
when we make a call and if we sound nervous.
We need to first change our mental game
and recognize that this is just a game.
They can't hurt us, there's nothing that they can do to us.
So we need to go in confident
and sounding like we're not nervous.
Remember, it's just a game.
Number Two- Talk like you're with a friend at the bar.
I listened to thousands of sales calls every single year.
I walked through sales bullpens, and I listen,
and I overhear what salespeople are actually doing
when they're on the phone with prospects or customers.
And one thing that I noticed
is that you can almost always tell
when a sales person is talking to a prospect,
as opposed to talking to someone that they already know.
It's so key that we don't use our high pitch
really excited sales voice
where we suddenly improve our vocabulary
and use fancier words.
If you're with a friend at a bar,
and you're talking about a new car that you just bought,
you're not saying things like,
"And the best part about it is that it's 300 horsepower,
"which will allow you to hit 165 out on the freeway."
No, of course, you're just going to say,
"Yeah, it's really fast and it's a lot of fun to drive."
We want to talk to our prospects like we're talking
to a friend at the bar, drop the sales voice.
Number Three- take your time and pause.
One thing that happens with salespeople a lot of times
is that when they actually get a prospect on the phone,
they suddenly get excited
and they start speaking really quickly
and they don't take any breaks because they're so afraid
for that prospect to hang up the phone.
But what does is actually sends signals to the prospects
that you're nervous, that you are moving quickly
and it wakes them up from their trends.
It's like watching a movie with bad acting.
You need to take that pause,
take that time when you're going through your script.
So instead of saying,
"George, let me tell you the five reasons
"and I think you should consider our product."
Instead, slow it down and say,
"George, did I catch you at an okay time?"
Because let them respond and move on.
Have a slow, consistent cadence
just like you're talking to anyone else.
Number Four- match their tone.
This is another big one.
The only thing that a prospect can notice about you
on the phone is really your voice and your tonality.
They can't see you physically,
they can't look at your outfit,
they can't see what you actually look like,
so your tone really matters.
So if you're talking to a prospect
who has a really hard loud tone
that sounds something like "Hello,"
you don't want to becoming in really quiet and soft,
instead you want to match that tone.
On the other hand, if the prospect answers the phone
and it sounds something like, "Hi, this is Mark."
You want to come in and match that tone softly.
Right, you don't have to be exactly right on,
but you want to modulate your voice
to generally match what they sound like.
Number Five- stand up.
It's so easy to sit down at your desk, slump your shoulders,
and make those dials, right?
It's not something you're looking forward to,
so you're just slumping through and you're on the phone.
Instead, if there's any way to do it,
stand up when you're on the phone.
It comes through, you're breathing with a full breath,
you're using your diaphragm, you've got your energy,
you're talking as if there's someone right there.
Stand up at your desk
if you can prop up your laptop or your computer
or you have one of those cool stand up desks like I have,
stand up anytime that you're speaking to a prospect
or you're on an important phone call,
it makes a significant difference.
Number Six- use a hands-free headset.
All right, this is just technical and simple,
but it makes a big difference.
If you're on the phone,
or you're holding the phone to your ear,
say you're using an iPhone,
or you're using an old school phone,
and you're holding it to your ear,
immediately you're limiting your motion.
Always use a hands-free headset.
Chances are you already do that,
but if you don't, make sure that you do.
Even if it's just the earbuds
that go with your phone, that's fine,
but make sure that you have a hands-free headset
that you can speak into that have a solid microphone
and that are in your ear already
so you can just do whatever you want with your hands,
you can even move around if you'd like,
makes a big difference.
Number Seven- SW cubed N.
If you've been following my content for long enough,
you probably know what this means,
Some Will, Some Won't, So What? Next
Let me repeat that, Some Will, Some Won't, So What? Next.
It's so important that you have a good attitude
about making calls.
They're not all going to go well and that's fine.
They can't hurt you, they can't attack you,
they can't do anything to physically harm you, don't worry.
If a call doesn't go well, get right back on the phone
and make that next dial.
Some Will, Some Won't, So What? Next.
So there are seven quick tricks
to sound great on sales calls.
And if you enjoyed this video,
then I have an awesome free training
on the data-driven approach to help you crush your sales.
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Seriously, just click right here,
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