A Comprehensive Guide to Talking to Prospects on the Phone
If you’re not comfortable on the phone, sales probably isn't the career for you. Learning how to capture and keep someone's attention without physically being in their presence is a skill all salespeople need. It’s also a skill that demands constant practice and improvement.
This guide covers everything from pre-call preparation to sales script tips. More of a visual learner? Scroll down, or click here, to see a detailed infographic from The Gap Partnership.
Phone Sales Tips
Make Sure You’re Comfortable on the Phone
There are a few basic characteristics everyone needs in a phone-centric career like sales. Don't have the characteristics outlined below? Either practice until you do or look for another gig.
Never dial the phone without preparing. Whether you’re taking your first call or your 400th, there are a few things you should do before every meeting:
Achieve a Relaxed Voice
You can sense when someone’s smiling on the phone, right? It’s not just your imagination. Talking with a grin creates a higher frequency in your mouth which changes the tone of your voice and reassures the listener.
To practice this technique, record a sentence in your own non-smiling style. Then record the same words again with a smile and notice the difference.
Also, you can achieve a relaxed and persuasive tone by putting your voice’s most powerful tools to work. Here’s how:
Take these examples:
• Apathetic: “What would you like us to do about it?”
Convince Your Listener
They key to running professional calls is being aware of how your physical cues are impacting your prospect and the energy of your meeting. Here are a few things to be aware of:
Use Your Call Script Successfully
Call scripts are there for a reason. Practice with them, but keep a few other things in mind before you jump on a call:
Be a Good Listener
Easier said than done. Many salespeople railroad their prospects with too many questions, giving them little or no time to respond.
Others ask too few questions and simply throw out solutions without really understanding their prospect’s unique use case. Here are a few tips for being a good listener who really “gets” your prospect:
Have Great Timing
The best time to conduct outreach is on Thursdays between 8:00 am and 10:00 am and again between 4:00 pm and 5:00 pm. The worse time to call someone is on Tuesdays between 11:00 am and 2:00 pm.
You can also use timing to get a leg up on your competitors. Know they’re calling prospects between 9:00 am and 5:00 pm? Try phoning prospects outside this timeframe to stand out, and maybe reach high-level prospects who normally have a gatekeeper screening their calls.
Don’t overwhelm prospects with your intense enthusiasm. Starting a sales calls with an eager “Hey! How are you [prospect name]!?” might come off as a pushy and inauthentic.
Maintain a genuine tone and mirror your prospect’s demeanor. A less salesy way to keep things light is by sprinkling positive language into your call. Here are a few examples of cheerful language:
And don’t forget to establish rapport. The best way to start off on a positive note is to be polite, honest, and personalized with your prospect. Use their name, give them your full attention, and take ownership of follow up and next steps.
Close with Style
All of this is worth nothing unless you close the call well. Be clear, offer a review of what you’ve discussed, and always thank your prospect for their time.
Successful phone calls are an art. Master these techniques and see more deals move forward and your peers and managers take notice. For more information on selling Medicare Supplements and Medicare Advantage Plans over the phone, check out this resource page: http://www.psmbrokerage.com/sell-medicare-supplements-online or contact us at 800-998-7715 to request information.