It’s not what you say, it’s HOW you say it!

So you’re a sales rep. You want to exceed your quotas. You keep making sales calls. You keep repeating the same sales manifesto over and over again. And it’s working, to some extent. Maybe 1 in 100, 1 in 200, but it’s working. You assure yourself “it’s a numbers game”. I just need to keep making calls!

Let’s reflect on our experience

A monotonous sales speech never works. Or does it? You keep mumbling the same speech, and sometimes it works. So who’s to tell?

It’s not in the words

The secret: it does not really matter what you say. Well, to some extent. More than 50% of communication is nonverbal. What does that mean? On the phone, it means the TONE LEADS THE CONVERSATION.

Sometimes you had a good day, sometimes you have a bad day, and it reflects in your calls and in the results.

Mirroring happens without you even knowing

Ever had someone very happy call you? Didn’t that make you instantly happy and eager to talk to that fella? Mirroring is not a myth! It happens. By becoming instantly happy, you mirrored the feelings of your buddy. And that can be useful in sales calls as well.

Next time you make a phone call, think before about how you want the other person to feel. Then, it’s your job to first feel the same yourself. Think about something happy that happened to you. Start that conversation with that in mind. You’re guaranteed to immediately convey that feeling to the other person on the phone.

Have any other tricks?

Have any further great tricks on how to talk on cold calls? Write it down in the comments.

Thanks for reading,

Yoman Team