Selling on the phone has a distinct disadvantage—you are not able to see your customer’s body language or facial expressions as s/he reacts to your pitch. You must determine a customer’s response simply by their words or their silence.
By the same token, you only have words (and typically very little time) to describe your solution to their needs. It is never as easy as business sales training makes it out to be.
Certainly you can express your emotion in the tone of voice but there are no visuals to highlight your product/service/solution/value. So it’s imperative that you use words that work. And here is where stronger wins out…
Which statement carries more weight?
Our mousetrap is more effective than theirs.
Our mousetrap is the only one that can boast 100% effectiveness.
Don’t be afraid to use words that show your product/service/solution is the best and the only one that will serve your customer’s needs. And don’t be afraid to offer strong opinions; authentic expertise statements (backed by client success stories) will demonstrate your confidence in your solution.
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