Selling Yourself and Your Product or Service By Phone

Over the phone, successful salespeople need to establish positive relationships with their potential clients in just seconds. It’s hard enough to manage in a face-to-face situation but even more challenging over the phone.

Part of the reason a meaningful personal connection is so difficult to achieve in a phone call is a phenomenon called the “distance barrier.” If out of sight and therefore somewhat anonymous, a customer feels free to behave differently from the way s/he would if you were in a room together. A customer can ignore you, talk rudely or even hang up. What does it take to overcome this feeling of distance?

It takes a unique combination of business sales skills. A successful inside sales rep knows how to relate to the client by identifying and flexing to the client’s communication style; by communicating as a knowledgeable, helpful peer rather than a salesperson; and by sensing the right moment to describe the product/service.

Does your sales team have what it takes to win or get to the next stage over the phone?