Learning how to communicate properly on the phone in business can magically increase your sales. If you do not know how the phone can become a weapon of mass destruction to your business.
Talking face to face is quite different from talking on the phone as is communicating via email. Without the nuances of physicality present, it is more difficult to establish rapport on the phone. Rapport is one of the most powerful sales techniques available. Establishing it on the phone can be quickly done in three primary ways.
The main tool you have to work with on the phone is to mirror how your prospect is talking. If s/he is talking fast you should speed up you cadence. If that individual is loud you should be somewhat loud. Do not overdo this or you will seem odd and it will backfire. Just a bit is effective.
Another great tool to establish warmth with your prospect is to take an interest in them. Ask them how they are doing that day, if they are busy or how they are feeling. If you just barrel ahead about your reason for calling you are missing a precious opportunity to connect with them and gain a little bit of mine share.
The third major rule of rapport is to smile on your end of the call, even if the other person sounds irritated or annoyed. This might sound like a contradiction to the rule of mirroring but it is done this way.
If the individual sounds harried or rushed, speed up your tone and sound a bit rushed. Then once you have established a mirroring connection bring that individual to a calmer tone by slowing down. This will give you an opportunity to then speak to them about what it is you are calling about.
Following these simple steps can make your phone a magic wand for you in business rather than a weapon of self and mass destruction.
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