Talking On The Phone

[SN3]

I am starting to talk with clients on the phone more frequently than I used to do. I've read a few books about cold calling, but I really stink when I talk on the phone with clients. I tried practicing, but whenever someone actually calls me, I never say what I want to say. Does anyone have any articles, tips, or books that I can read that will help me talk on the phone. Thanks!

[gorillaboy]

Keep a list of points you want to hit on next to you. Almost like a script.

[SN3]

I like that idea, I'll try it. Anything else?

[SVB]

Dont talk in your local accent, for people like me it is annoying, we want people with sterotypical posh british accents, or californian business man style accents, not some redneck accent. Gives a much better impression. So practise on how you actually speak on the phone.

[sundancerz]

Dont talk in your local accent

Hogwash
Talk the way you talk, be comfortable in your own voice. I wouldn't worry about accents what so ever, it's too hard to try and change and puts your mind in the wrong set (thinking about how you are talking in stead of what you should be talking about), dwell on what you need to say to sell what ever it is your selling. If your accent annoys someone...You don't need them anyway, their using the wrong criteria when buying, so that person could be a problem to start with.

[gorillaboy]

Originally Posted by sundancerz

If your accent annoys someone...You don't need them anyway, their using the wrong criteria when buying, so that person could be a problem to start with.

HOGWASH!

British accents are IN, baby!! We make all of our outbound sales people perfect their accents before we put them on the phones. Any hint of a sounthern "twang" and they're GONE!

Some do an Austrailian accent. It's a little les professional but more friendly.

[imaginemn]

If you talk clearly and people are NOT constantly asking you "what" or to repeat yourself then an accent is no big deal. If you frustrate the person you are talking to because of an accent or you are just plain annoying then the call is probably a waste.

Just be yourself. I personally don't care to cold call anyone. I do however try to keep in touch with some of my clients that I have not talked to in a while. I will either send an email saying "hello" or "haven't talked to you in a while, what's new" type of email or I will send them some candy, movie tickets, sports tickets or something fun that they can enjoy just to remind them that I am still around. The latter can be expensive but it can and has paid off in the end.

The whole point is to appreciate your clients and make sure they don't forget you. Even if you have to cold call, keep it short and simple and try not to turn it into a sales call. Most importantly be yourself.

imaginemn

[cbolts]

Have an exact script, stick with it assume there will be questions during your schpeal aknowledge these questions and have rebuttles then get right back on to reading your script. Make the main points that you want to make and by the end the person will have made their mind up yes or no so put the question to them and if its a no rebuttle and ask them what areas they arent agreeing with and just keep rebuttling and asking till they want to get off the phone or you have made a deal.

be yourself, smile when you talk...they can hear it (sounds stupid but its true)
practice your script and rebuttles till you can say it with out the paper, so it doesnt sound like you are "reading" but just fluently talking.

[James Trotta]

Make the call valuable for the prospect. Ask yourself what's in it for them? How will this call make that person's life better? - Communication tools