1. Have a strong message and a strong product or service that you believe in.

If you don’t believe in the product you are selling, DO NOT sell it. If your message is weak, create a strong message based on facts. Period! You can’t sell lies!!!

  1. Go straight to the point.

When you make a call, you make a call to sell something. You know it, and the recipient of the call knows it. DO NOT TRY TO DISGUISE THE CALL AS SOMETHING ELSE. If the prospect asks you what you want to sell me; Answer: Mr. XXXXX I am calling because I want to sell you this. With this, you can do XXXXX and XXXXXX. It is a fantastic product. Do you have 5 minutes for me?

  1. Be aware of who you are speaking to.

If you’re talking to the secretary, your tone will be different from the tone you’ll use when talking to the decision maker. You can find more information on how to communicate with your prospect by downloading my free PDF.

  1. Use references if you have them.

Mr. XXX I have your contact details for Mr. XXXX. This will give you the 30 seconds you need to grab your prospect’s attention. A super important tool.

  1. never lie

Good salespeople never lie, and those who do lie are poor sales professionals. Besides the fact that it’s unethical, most of the time it’s going to blow up in your face. So… don’t lie.

  1. To insist

INSIST LIKE HELL on the product or service you are selling if it is questioned. Do not accept derogatory comments about it. If you believe and trust your product then you will not accept feedback like that.

  1. be persistent

Your persistence is only a reason for someone to listen to you. Most salespeople give up too easily, but don’t be like most salespeople, be persistent. You are persistent because you believe that the product or service you are selling will add value to the prospect you are talking about. But… Also understand when a NO is a NO and don’t waste time with a prospect who isn’t going to become a customer. (Download my cold calling PDF to learn more about cold calling)

  1. religious follow-up

Many sellers are losing sales simply because they don’t follow up, or because they do follow up but are inconsistent and spongy. Don’t be like those people. If the secretary tells her, she should call the prospect back in one hour, call back in exactly one hour.


It’s the tone of your voice and your confidence that sells. Your confidence is the number 1 factor for success in sales, let alone in phone sales. Your confidence is something that should come naturally because you believe in your product and you believe in yourself. Your trust is more important than the features of your product. You can’t fake your confidence, that’s why good salespeople can’t sell every day because it’s not every day you can have that extra… necessary to be able to be confident and sound confident.


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