Connect with us

Success Advice

How This Four Word Phrase Helped Me Sell More Over the Phone

Avatar

Published

on

how to sell more over the phone
Image Credit: Unsplash

Making sales over the phone is more of an art than a science. From developing rapport to sensing resistance, selling products or services over the phone takes a lot more skill. Over the past three years I have mastered this art form given that I have primarily sold our products and services to our marketplace of buyers over the phone.

In sales you have three aspects of communication. These are:

  1. Physiology (body language, hand gestures, facial expressions, etc.)
  2. Tonality (how you say the words)
  3. Words (what you say)

When selling on the phone, you are missing the aspect of physiology, which means you don’t have the ability to read one’s posture, body language, or facial expressions. Instead, you need to become a master at tonality and word selection. Let’s take a look at each of these aspects closer.

Tonality

Tonality is how you say the words you’re using. This constitutes as 37% of the communication between you and the other person or people. This includes: 

  • Tone – the pitch of your voice (for example, relaxed or stern)
  • Tempo – the speed at which you talk
  • Timbre – the quality of your voice (ie. gravelly or squeaky)
  • Volume – how loud or quiet you are

Words

Words are what is said in the communication between two or more people. The words in your communication only constitute 7% of communication, making the margins for error slim. 

Physiology

Physiology constitutes the remaining 56% of communication. This means that when you’re selling over the phone, the bulk of the information we regularly use to communicate is missing.

The Challenge for Most Sales People

Selling over the phone is not difficult, it is simply different from face to face sales. Here is where most sales people get it wrong: the attempt to make up for the missing piece of communication by overembellishing either their tonality, their words, or both. 

Usually what will happen is the salesperson will over do these pieces of the communication formula over the phone, causing the communication to be done poorly. This leads to the prospect losing interest, or getting offended. Either way, in the end the sale is not closed.

“When reps take the role of a curious student rather than an informed expert, buyers are much more inclined to engage.” – Jeff Hoffman

The Magic 4-Word Phrase and How We Use It To Close More Deals

“Does that make sense?” Yes, that’s the secret four words we use. Nothing fancy, no big words, just a short and sweet check in with the prospect on the other end of the phone. Like I mentioned earlier, the trick is not in the 4 words so much as how it is used while communicating on the phone.

Here is what I mean, these four words are ways to re-engage the prospect on the phone and allow them to ask questions regularly. This little question also allows the prospect to say yes to you multiple times before you ask for sale later in the conversation.

When and How To Use This Phrase While On The Phone With A Prospect

There is no clear cut answer for how often or when to use this phrase as everyone has different pitches or scripts for prospects. While building this phrase out for the sales word-tracks for our companies and for our sales people, we have noticed that adding this question in at least three times during the sales conversation yielded higher conversions and bottom line for all the companies.

When adding in this 4 word phrase to your sales script, make sure it is where it makes sense for the salesperson to take a break. We have found it great to use when you are about ready to make a change or pivot in the conversation as well so that the prospect can agree or disagree that they understand.

Many NLP studies have shown by getting the mind to commit to someone or something at least three times during a single conversation increases the odds of that person committing on the big offer or sale. In layman’s terms this means, the more the prospect says “yes” to you during the conversation, the easier the prospect feels about saying yes to you in the future.

What Happens If The Prospect Says “No”

If you are doing a good job of explaining and communicating with your customers during the sales call then we have seen that this does not happen often. However I would believe at some point it has happened to anyone who has done this. When that happens, all the “no” means is a clue that they are needing more information. Ask more questions to determine what else you need to communicate to help them understand.

“For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.” – Zig Ziglar

Implementing This Into Your Sales Script

By including this into our businesses with all of our sales staff and in our sales systems, we have seen a steady increase in conversions across the board of all of our companies and I am confident you will too. 

Formalize your sales script in someway to include this phrase. I don’t mean to write out every single word, I mean understand the order of items you want to discuss with your prospect(s) over the phone and then simply add in the phrase at certain points of that conversation.

At first, you’ll probably have to remind yourself. After you do this technique a couple times and gain competency and confidence about it, it will become second nature in your process and you will start seeing more sales close, and more money in your bank account.

Have you ever made a sale over the phone? If so, what was the most challenging part of it, and how did you overcome it? Share your stories and thoughts with us below!

Sidney Clevinger is a social media influencer, coach, and presenter that specializes in helping entrepreneurs and business owners leverage their social media so they grow their business following a specific and emotionless 3 Pillar Formula that includes lead generation, conversion and retention. Sidney works with clients and runs courses all over the world. He believes that everyone was put on this earth with a gift to share, and leveraging your social media to increase your influence is a great place to do that. Sidney has a range of valuable resources for people to understand how to leverage their social media and attract customers for their products on his YouTube channel, Facebook Page, or FREE Social Media Program, "Better Leads 7-Day Social Media Bootcamp."

Success Advice

Here’s Why People Get Mad When You Achieve Success

Avatar

Published

on

Image Credit: Unsplash

There’s no denying that success comes in different “shapes and sizes”. You could be successful financially, romantically, or health-wise. And if you’ve always found yourself to be advantaged in some way, then you must already know that some people feel a little envy towards you, (and may want to take what you have), but you can understand where they are coming from. However, what is perplexing is when the people you’ve always known suddenly become jealous when you begin to win or shine more. And when you think about it, the logical conclusion would be “they should be happy for me now that I’ve achieved success”, but this is not the case at all times and that’s the harsh reality of life. (more…)

Continue Reading

Success Advice

5 Hacks to Beat Fear and Become More Successful and Abundant

Avatar

Published

on

Image Credit: Unsplash

Fear and success don’t usually go together. When we look at who we believe to be successful, they look so confident and sometimes less like ourselves. When we begin this comparison, we tend to go inward and feel self-doubt. This is often when the fear sets in. We do this in so many areas of our lives on an everyday basis. (more…)

Continue Reading

Success Advice

5 Ways to Change Your Habits and Reach Your Goals

Avatar

Published

on

Image Credit: Unsplash

American philosopher Will Durant once said, “We are what we repeatedly do.” Therefore, being excellent is not a single act, but a habit. Have you ever questioned how you choose to spend those precious 24 hours we receive every day? I bet you have. Most of us flirt with the idea of becoming more productive, satisfied, and successful in our daily activities. (more…)

Continue Reading

Success Advice

How Sports Can Greatly Improve Productivity in a Business

Avatar

Published

on

Image Credit: Unsplash

We have all known for a long time how valuable sport is for all spheres of our life. By leading an active lifestyle, you can improve your appearance and health, normalize your emotional state, and reduce stress. Among other things, sport can significantly influence your productivity at work and in business. 

How Sport Helps Well-Known CEOs to Succeed In Business

There are many examples of outstanding businessmen who do sports without any excuses and even with great pleasure. Exercising seems to support their passion for life and innovation, energize them, and move on. Let’s look at the prominent business representatives and their sports hobbies.

Tim Cook, Apple CEO, prefers working out in the gym every day for an hour at 5 a.m. The head of Apple used to go in for rock climbing and still goes hiking. Cycling also remains one of his most important sports. In addition to playing sports, Cook goes to baseball and rugby matches. Also, he makes sure that he makes at least 8,000 steps per day. Tim believes that doing sports helps to avoid stress.

Mark Zuckerberg, the creator of Facebook, goes in for sports at least three times a week. Most often he runs, sometimes even with his dog. Zuckerberg always likes to try new sports: surfing, foiling, fencing, rowing, or spear throwing. An interesting fact: in 2016, he challenged himself to run 365 miles during the year. He completed that goal in the middle of the summer. The Facebook founder believes that exercising allows him to stay more energetic. While energy is needed to complete any task at work, sports have become an integral part of his life. Mark claims that he frequently catches insights and new ideas during sports activities.

Nick Woodman, GoPro founder, with his love of surfing, was inspired to create one of the most famous companies in the world today. At first, he used the already existing tools to film his surfing sessions, which led to the idea of creating a professional camera for active sports. Besides surfing, he is known for his love for snowboarding and race car driving. He is confident that people deserve to do exactly what they love in their lives. This story, like no other, demonstrates the close connection between sports and business.

Larry Ellison, Oracle founder, is passionate about sailing. He often participates in risky sailing regattas. People say that Ellison was striving to get rich just in order to get himself a fashionable and expensive yacht. Now, he even owns his sailing team Oracle Team USA. In addition, he is famous for his love for planes and golf. Needless to say, Larry has assets in various sports clubs. Ellison asserts that ​​sports and competition keep people on their toes and give them the motivation to take new initiatives.

Do Sports and Business Have Something in Common? 

Evidently, sports and business have many things in common:

  • A unique sense of teamwork. Both in work and sports, you need to work in conjunction with all participants in the process. Sport, like nothing else, develops this ability to the maximum. If you want to win, play, taking into account the opinion of everyone in the team.
  • Ability to go all the way. In no sport can you reach the finish line by stopping halfway. It seems that exactly the same thing happens at work.
  • Skill to make every effort. Whatever you do, there is always someone who does it better. In such conditions, there are no options but to do your best to achieve the goal.
  • Competitiveness. What, if not sport, develops the value of the competitive spirit? The ability to accept a challenge from someone who is better than you is a skill that drives you so much in business.
  • Self-discipline. All athletes comply with the daily regimen, follow several specific rules every day to stay in good shape. Do the world’s top businessmen not follow the same principles?
  • Endurance. It so happens that you can lose 10 times in a row. And only the strongest and most prepared person will go to fight for the eleventh time. Such resilience is a must in both business and sports if you want to achieve something.

Tips on How to Sports Can Help You Succeed in Business

Let’s take lessons from these successful people and bring sports to our lives. There are a few life hacks that will make your  way to success smoother:

  • Try out different activities to figure out which one suits you the most. Sometimes you choose this very sport that, instead of bringing pleasure, demotivates you. There are a huge number of different workouts, from an elementary run on your own to squash in pair or team volleyball. Don’t give up if you didn’t find your passion on the first try.
  • Start small. If you are not planning to become the best athlete in the world, do not overload yourself at the very beginning. There are tons of workouts that last 7 minutes, for example. If you have demotivating fatigue after exercising, just slow down. Start small, and step by step it will become easier and more enjoyable for you.
  • Find like-minded people who motivate and challenge you. When a competitive spirit emerges, playing sports becomes even more exciting. You can go in for group sports and find friends. Or just chat in apps with those who are going towards the same goal. If you have a friend who also lacks the motivation to start, it’s a nice idea to start together!
  • Introduce sports into your daily routine. For example, you can create a ritual to do a short yoga workout between waking up and boiling the kettle.
  • Create a plan for the week ahead. Once you’ve made a plan for your workouts for a specific time, it is psychologically much easier to tune in to training. But don’t berate yourself too much if you missed a workout, catch up tomorrow.
  • Praise yourself. When you succeed, don’t underestimate it. Great efforts should be rewarded not only with a pumped-up body and a clear mind but also with self-love.

Now, no one can have the slightest doubt that sport helps you stay physically active and healthy, improve your emotional state, and excel in business. Start today and be successful forever!

Continue Reading

Trending