Yes, I realise it sounds cheesy. But you CAN hear when someone is smiling on the phone. In fact, you can hear what type of smile it is, too, apparently.

I'm sure you notice if someone sounded bored, unhappy or impatient. You can somehow hear it, even if they are using standard words and phrases. And you also notice, albeit subconsciously perhaps, when someone sounds happy, enthusiastic and.. well.. smiley. Smiling changes the tone of your voice.

Why is that?

When you’re speaking on the phone, you rely on aural cues, not just the words that you’re hearing but the tone, pitch and pace of the person’s voice on the other end. 84% of our message over the phone is based on our tone of voice, so it’s more important than ever.

The University of Portsmouth did some research on this1, but you know it’s true – you can hear when someone is smiley or not, can’t you? So why aren’t you smiling when you’re going through those calls?

Apart from anything else, treat the potential clients that you call as if they’re in the room with you. You would not be distracted and glance over their shoulder, you wouldn’t fiddle with your phone while you were listening and you wouldn’t stand there stony-faced, so why do it on the phone? At least I hope you wouldn’t do any of those things and still expect them to do business with you.

Dostęp możliwy dla zalogowanych użytkowników serwisu. Jeśli posiadasz aktywną prenumeratę przejdź do LOGOWANIA. Jeśli nie jesteś jeszcze naszym Czytelnikiem wybierz najkorzystniejszy WARIANT PRENUMERATY.

Zaloguj Zamów prenumeratę
Ulubione Drukuj

Zobacz również

‘Buy or Die’

SELL_8_46.jpg

It sounds a bit harsh, ‘Buy or Die’. But it is a phrase I came across in a sales blog a year ago or so and it’s stuck with me. It doesn’t mean literally die, of course, and it’s not a threat that if you don’t sign on the dotted line we will send the knights in wielding axes. This isn’t Game of Thrones, it’s about your sales process.

Czytaj więcej

Are you in control of your negative emotions?

SELL_8_42.jpg

What are the negative emotions you are likely to feel at some point in the sales process? How do you, as a salesperson, keep your emotions in check? How can you remain professional when unpleasant emotions rear their ugly head? Are your emotions getting in the way of a sale? We will take a look at some real-life examples with Dos and Don’ts. Finally, you will get some tips and tricks about how to keep yourself in a positive frame of mind.

Czytaj więcej

Dream team. How to foster teamwork in the workplace

SELL_6_38.jpg

Imagine your team works like a world-class orchestra. Every note is perfectly timed in a synchronized harmony and the audience hear the music soar. Everyone knows their part, and everyone knows how essential their contribution is to the overall effect. The orchestra trusts the conductor, because he is the only person to see the whole picture and to help them combine separate pieces into one. Yes, this is the team at its best.

Czytaj więcej

Numer bieżący

Przejdź do

Partnerzy

Reklama