Show Us Your Tele-Smile

A sk yourself this important question: How do you sound making a telephonic sales pitch? The effective independent sales professional always makes positive impressions on prospects by phone, relying heavily on superior speaking skills. Do you?

A professional appearance and eye-catching handouts aren't part of a seller's repertoire when teleselling. The manner in which you speak is what sets the tone of the presentation. In order to ensure your message is delivered powerfully and productively, consider the following:

+ Place every call and answer every call with a smile. Don't wait until after you hear who's on the other end to adopt a warm tone. You don't get a second chance to make a first impression, even on the phone.

+ Take your time talking. By speaking slowly and clearly, you give your prospect more time to absorb what you're saying, especially since you're not there in person to gauge the reaction.

+ Repeat your name and number at the end of every voicemail. Introducing yourself - with a smile - at the beginning of a voicemail is paramount, but reinforcing that key information at the end of a message is powerful.

+ Use good body language. The person on the other end of the line may not be able to see you, but your body language will certainly convey itself through your voice. Physical animation and friendly facial expressions will translate into effective teleselling.

+ Watch yourself. Place a mirror in front of your workspace so you can see that smile while conversing. That face smiling back at you will pass personable tones on to your caller.

+ Show respect. At the start of every presentation, always ask the caller if you can use their first name. While our industry sometimes is relatively casual, business courtesy never goes out of fashion.

+ Pump it up. Get your caller as enthusiastic about your product and services as you are. Put some excitement in your voice - but without raising it to a higher pitch. A lower tone is always more soothing to the ear . and can even be more titillating.

+ And, most important, listen. Even the most perfected speaking skills are worthless if they are one-sided. Keep your attention focused on your caller. While getting your message across is important, hearing what your prospect is saying is the number one priority.

Good Selling!^SM

Paul H. Green