How to Make Sales Calls That Stick

How to Run a Business

If your business were an automobile, what would its fuel be? Sales, of course. And yet, sales is one of the most difficult -- and most dreaded -- tasks most businesses face. Especially when it involves the phone.

"Let's face it. Phone sales aren't easy," says Entrepreneur.com guest writer Marc Wayshak. "Ask any salesperson about phone prospecting, and you're bound to hear a litany of complaints. 'Prospects hang up on me all the time! I can never get through to high-level prospects! I leave more voicemails than I can count!' Sound familiar?"

Instead of hanging up on sales calls, you might just need to change the way you approach them, according to Wayshak, who says you can get prospects to engage with you on the phone by being less … well … sales-y.

"Remember, your prospects are getting dozens of sales calls every day. And salespeople always sound alike. They're over-the-top with excitement, constantly cheerful, and way too loud," Wayshak explains. "Make an effort to stand out. Avoid sounding like a salesperson by saying the opposite of what's expected, in any unexpected way. Set yourself apart by lowering your enthusiasm, taking the volume down a few notches, and speaking in a measured, calm way. You'll be amazed at how much more willing your prospects will be to stay on the phone with you."

Of course, that assumes you can get your prospects on the phone in the first place. If you can't, try humor.

"Voicemails don't need to be the bane of your existence. In fact, they can actually be fun for both you and the prospect," Wayshak says. "Try saying something like, 'I'm having a hard time getting through to you. Either you're super busy, or you want nothing to do with me.' Using humor in your voicemails will set you apart from the competition, since most salespeople sound ultra-professional and stiff when they leave messages. Loosen up and get their attention."


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Questions, Comments, Suggestions?

Contact Successful Meetings Editor in Chief Vincent Alonzo with your "How To" ideas.