7 (Quick) Tricks to Sound Great on Sales Calls

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Remember, it's just a game.
Imagine that you’re watching someone approach a person at a bar to ask them out on a date. If the approaching person looks visibly nervous, with a tremble in their voice and shaky hands-how well do you think it’s going to go? Probably not very well at all, right?
Prospects feel the same way about salespeople. If you approach them on the phone sounding nervous and unconfident, they’re immediately going to be turned off. Instead, we need to change our mental state and recognize that it’s all just a game.
Prospects can’t hurt us. The absolute worst they can do is simply hang up the phone. So in order to sound great on sales calls, you need to start the conversation with confidence-and banish all nervousness. Remember, it’s just a game.
2. Talk like you’re with a friend at the bar.
I listen to thousands of sales calls every year. I walk through sales bullpens and overhear what salespeople are actually saying when they're on the phone with prospects. One thing I always notice is that you can immediately tell when a salesperson is talking to a prospect as opposed to someone they already know.
How can you tell? Well, when salespeople are talking to prospects, they tend to go into a high-pitched, excited sales voice. Their vocabularies suddenly improve and they use fancier words.
If you want to sound great on sales calls, then you must not do this. Instead, it's key that you avoid using an excited voice and fancy jargon altogether. You want to talk to prospects just as you would speak to a friend at the bar.
3. Take your time and pause.
When salespeople actually get a prospect on the phone, they tend to get excited and start speaking really quickly. They don't take any breaks because they're so afraid that the prospect might hang up the phone. But what this actually does is send signals to the prospects that you're nervous. It's like watching a movie with bad acting. They’ll just want to get away.
You need to take your time and pause if you want to sound great on sales calls. Instead of saying, "George, let me tell you the five reasons why I think you should consider our product,” slow it down and say, "George, did I catch you at an okay time?" Let them respond and then move on. Have a slow, consistent cadence just like you're talking to a friend.
4. Match their tone.
The thing about sales calls is that your voice and tonality are literally the only things your prospect can notice about you. They can’t see you physically, they don’t know what outfit you’re wearing-so your tone really matters.
You don't have to be exactly right on, but you want to modulate your voice to generally match what they sound like. This will help you sound great on sales calls no matter who you’re speaking to.
5. Stand up.
It's so easy to sit down at your desk, slump your shoulders, and make those dials. It's not something you're looking forward to, so you're just slumping through. Instead, if there's any way to do it, stand up when you're on the phone. It comes through that you’re breathing with a full breath, using your diaphragm, and you’ve got more energy. When you stand, you start talking as if there's someone right there in front of you.
So in order to sound great on sales calls, stand up at your desk. If you can prop up your laptop or your computer or you have one of those cool stand-up desks like I have, then great. Stand up any time that you're speaking to a prospect or you're on an important phone call. It makes a significant difference.
6. Use a hands-free headset.
This is technical and simple, but it makes a big difference. If you're on the phone and you're holding the phone to your ear, you're limiting your motion. Always use a hands-free headset. Chances are you already do that, but if you don't, make sure that you do.
Even if it's just the earbuds that go with your phone, that's fine, but make sure that you have a hands-free headset that you can speak into that has a solid microphone in your ear already. That way, you can just do whatever you want with your hands. You can even move around if you'd like. Having free range of motion will have a surprisingly big impact on your ability to sound great on sales calls.
7. SW³N.
If you've been following my content for long enough, you probably know what SW³N means. Some Will, Some Won't, So What? Next.
It's so important that you have a good attitude about making calls. They're not all going to go well and that's fine. Prospects can't hurt you, they can't attack you, they can't do anything to physically harm you.
Don't worry. If a call doesn't go well, get right back on the phone and make that next dial. Some Will, Some Won't, So What? Next.

[@SalesInsightsLab]

Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/

[@kararonin]

It's important to sound natural on sales calls, not like you're reciting a script. These tips are great to overcome that. Thanks!

[@amirterabi3413]

Oh pl

[@jrsmith1998]

yep

[@bobonetoe8603]

Let me try this one later. Lol

[@1234practice]

You're so consistent - nice going after all these years. I only met u like 2 years ago stumbling across, but we all hope u keep crushing it, Mark!

[@louiesmith5439]

Your content is so great! So Glad I stumbled across this page! Thank you for helping us be better at what we do!

[@thepromise7894]

Good advise for making phone calls: I always stand up too! My feeling has always been to be yourself on the call.

[@jrsmith1998]

You can’t be yourself while sitting down? What the heck??? That’s insane.

[@dawnification910]

@@jrsmith1998 You can be yourself while sitting down, but there's something about standing up that makes lots of people feel more confident and perform much better.

[@waltermofokeng161]

Wow these tips are sure really good and something I'm wanting to try out tomorrow. Practice tonight and implement tomorrow. Once I can get this right I know I'll be well on my way to closing more sale. Confidence confidence confidence all the way ... Thank you

[@WellyL]

Great value from your video, Marc, every time, thanks..

[@ComputerBLEW]

Thanks I just started a sales job and I will definitely stand up to get the blood flowing. Also I really think the last step is the most important one because you can’t take it personally

[@MT-sw7bh]

Be in a good mood and smile- a smile actually comes through over the phone while you’re talking

[@candaceliebenberg248]

Marc, love you advice!!!! Need to get back to calling after Lock Down, damn Im shaking and the push I need to do to guide myself is quite daunting!!! Need to jump back into it. Thanks on point tips❤️

[@waltermofokeng161]

Anything is possible relax breathe remember his first 2 tips and you're well on your way. Be the person at the end of the call with an awesome close

[@pramitpatel2676]

Liked this video because of its content and commenting here for helping with its reach.

[@SG-pc4sv]

Some will some won't so what move on. Love that!

[@clairepetrova9432]

Thank you so much, I'm about to apply to this job field and I'm inexperienced. I gotta learn more.

[@torresejohnson2146]

This is honestly the best video I’ve seen on tips for sales calls. Talk to them like your friend! Simple/incredible tip.

[@jrsmith1998]

You would be surprised how many people can’t do that. It’s mind boggling. I guess it’s the lack or confidence

[@friendlysai]

Great insights, Marc! Thanks.

[@elvishomesoldguaranteed6751]

Great inspiring tips. Going to try them out today

[@indurachel1847]

It's a very useful video for me as a sales person I'm always struggling to get a sale I'll implement over my call believe it will work out well for me

[@RaymondWLo]

I gotta say this is really helpful. Thanks.

[@patrickvilsaint6370]

Awesome tips Sir i learnt many things from you Highly RECOMMENDED

[@Kidzamani]

This is really awesome. Thank You

[@sandys158]

When he said you sound different when you actually get a prospect on compared to 1000x you have rehearsed the exact same script, I knew it that this video is of value. I am surprised that his tactics and techniques work so well and he is giving us that for free. I have used his approach which he has outlined in his book called game plan selling which has worked great. Dropping the enthusiasm works like a charm. Yet most people out there tell us to do the exact opposite. Highly recommend that you grab his book. I’m in a financial advisory space and his strategies has actually gotten me results. Thanks Marc.

[@diegoandreuccetti4816]

Very nice. I'm financial advisory too and these informations are great value for me too! But I'm from Brazil hehe

[@eligas5434]

Thanks for your advices. Really appreciated. I’m German, self employed as a financial advisor and cold calls are my number 1 income source. I like that your advices are also really useful for the German cold call game, no difference 👍

[@makeupartistaishwaryatawar3897]

Thank you so muchhh for your valuable solution ☺️

[@mariocatano1283]

Thank You! I’m starting a new job at a call center offering solar panels. This video hit a lot of important keys

[@jaeruscroskery8088]

Is that in Melbourne?

[@bhushanhimself]

Thank you very much.. Very Helpful

[@izzudinkhalid5472]

good tips Will improve my call sales skills Thank you

[@muhammadahmedtariq2357]

Thanks sir it help me alot

[@curtisstlouis2262]

Great tips!!! Thanks

[@Beaver234GT]

Great and very smart content

[@SamSubhaVlogs]

Wonderful Tips

[@jeffxcc]

Fantastic imagine speaking to a friend!

[@anray7602]

Quite interesting, hope it will benefits me in new for me upcoming job.

[@austin.aesthetics]

Nice tips man

[@kirknash3646]

Spot on! Only thing, if I'm talking to buds in a bar about my new car, I am absolutely going to talk HP and speed ;) - Subbed

[@amau2009]

Agreed with everything he said except that part. Yes my car does have 460 HP and can go 0-60 in 4.2 seconds or less

[@marilynjanetramirez938]

Thanks man ! ❤

[@gravestoner2488]

Imagine a friend at a bar, thats the best tip yet. I can try imagining selling something over the phone, vs convincing a friend... very very different dialogue comes to mind. And the friend at a bar one, its just a lot better.

[@riasntx]

Maybe I should have a shot first. 😂

[@gravestoner2488]

@@riasntx ngl, sometimes i take a few puffs first 😆

[@artemkleschev1975]

Great video

[@bigpapa431]

Thank you.

[@raymondvincent707]

Thank you

[@marilynjanetramirez938]

It's going to help alot on my closing numbers plus it being a moving company All my sons movers yall book to move

[@hellohappyvegan]

New subscriber here! Thank you for this video! I've been doing all I could to bypass sales calls, but they are necessary and crucial for business. I will try not to let the fear get in my way and this video definitely helps! Hopefully I can find a location for my vegan vending machine soon, it's all just a game anyway right? ;)

[@josebedoya3308]

spitting facts!!

[@BassLove91]

Great advice. I just had to leave a sales job because despite me booking clients by talking to them like an actual human, they needed me to use their horrible script WORD FOR WORD. Not a single person booked while using the script

[@mohdnihal3879]

I'm practically applying it !

[@albertobaguio8215]

100/10... super nice vids.

[@vatsalpanwala8517]

Amazing Marc! Loved it. Thanks for sharing ! I think this will help so many sales people. 😊😌

[@keilmartinn]

It’s funny that standing up was mentioned When I’m on a call and start speaking to a prospect I always end up standing up for some reason, now I see why

[@richardroque1658]

This is money 💪🏽

[@muhammaddarain8255]

Superb

[@taysitoelgrifo9749]

You have to sound natural in sales like this 6:36 👀

[@susanaravanes1129]

I feel so nervous. I'm in new in BPO . But im willing to learn and

[@foxhound4911]

My boss gonna scold mo by the end of the month, so hard to make sales on call. But I will never give up. What if the company is selling engineering software? And in reality it is pricey.

[@euchariaeuchariaogbonna1313]

Nice

[@maaidakausar9802]

Great

[@lt.khiangtekhiangte7946]

3 SW 😄

[@shazidhossain4193]

Bad thing is, when the potential customers are made feel like they are nothing more than pawns for being sold to.....I have felt such many times !!!

[@ravikiran1114]

super

[@namru100]

💯💯💯💯

[@farazahmedkhan7907]

1- Remember its just a Game 2- Talk like you're with a friend at bar 3- Take your time and pause 4- Match there tone 5- Stand up 6- Use a handsfree headset 7- Midset: Some will, some won't, so what? NEXT

[@anray7602]

*mindset

[@benstephenson8993]

When you say “did I catch you at an okay time?” -doesn’t that give them an out to say “yes I’m busy / in a meeting/ etc.?”

[@NutnRoll]

Not saying that will make you sound like a stereotypical pushy salesperson. They will raise their guard and become less willing to talk to you. Asking for their permission to talk first frames you as a person willing to listen and respect their time. Check out his reenactment video to see how he talked to a client who said he was busy.

[@santiagoayala1684]

Some will, Some wont, So what next, Tipo No 7.

[@kylerowland1227]

Start asking simple questions like “have you ever heard of a blah blah?” Keep it short. Set an appointment for a later time because you recognize that their time is important. This lets you back off while still moving forward.

[@riasntx]

I have asked and the most prospects reply back with “it’s not a great time. Can you call me back …”. I call back at the requested time and they do not answer. So I have questioned that type of an approach also.

[@wifeoftim]

Number 1 thing is to make my number is not on the National Do Not Call. Actually it is so don't call. And you better not be a scammer because heads are gonna roll!.😡

[@Allittakesiswillpower8371]

Hands free mic is not clear sound

[@nberry3898]

Beard = 20 years older... lol

[@nathantschetter8920]

Sounds like preaching the gospel .. some will some won’t so what next! Don’t take it personally!

[@1minute.everyday923]

JESUS LOVES YOU ALL ❤