Success Formula for Selling on the Telephone


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Recently, I was working with a group of inside salespeople. Beyond the normal sales process, there’s a formula for successfully selling on the telephone.

When you’re selling on the phone, it can be a bit more difficult to read your prospect than if you’re face-to-face. But, it’s no less important to adapt to a prospect’s style on the phone than it is in person. The secret is reading the tealeaves to determine how to most effectively communicate with your prospect. Here’s what I mean…

Tone + Content = How To Sell to Me

Tone includes things like:

  • Volume: How loudly do they speak?
  • Speed: How quickly?
  • Interruptions: Do they interrupt you?
  • Attitude: What’s their attitude toward your call?
  • Patience: How patient are they with you?
  • Emphasis: What are they emphasizing?

Content includes things like:

  • Questions: What are they asking you?
  • Responses: What are they telling you?
  • Word Choice: What words are they using?
  • Precision: How precisely are they speaking?

>>> Loud/Fast/Abrupt + Short/Clipped = Get to the point

>>> Quite/Accommodating + Lengthy = Listen to Me

By the way…one of the greatest (phone) sales lessons? Never interrupt, but always be interruptable.”

What other clues do you listen for on the phone?

Republished with author's permission from original post.

Jeb Brooks
Jeb Brooks is Executive Vice President of the The Brooks Group, one of the world's Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on sales and sales management issues, having appeared in numerous publications including the Wall Street Journal. Jeb authored the second edition of the book "Perfect Phrases for the Sales Call" and writes for The Brooks Group's popular Sales Blog.


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