Inside sales is all about confidence, and to be confident you must believe in yourself and what you’re selling. You need to discover your voice and develop a strong sales personality.
Remember, the client can’t see you. Your voice is all you have. If you’re confident, however, you’ll come across loud and clear, a force to reckon with.
What’s great about inside sales is that unlike other jobs you can show off, you can be a performer. You can’t show off being a school bus driver or performing surgery. Yet in sales the best performers are the ones who make the deals.
Show off! Work your voice. Vocal inflection is essential. If the client doesn’t remember you on the second or third call then you’re doing something wrong. You’re not standing out from the rest of the pack.
Tape record your phone calls. Play them back, see what went wrong (and what went right). Learn from your mistakes.
There are some very famous actors who for some reason are happy to announce that they don’t watch their own movies. What? Hey, yoo-hoo, Mr. Famous Actor, maybe you should. We caught your last film about the giant tuna that attacks people—on land! Yeah, the storyline wasn’t good but neither were you. Go watch the tuna movie and learn from your mistakes. And learn how to read a script!
Have fun on the job. Get loose. Another great thing about inside sales is that you can experiment with speech patterns, use different vocal inflections, create and fine-tune your vocabulary. When all these elements gel and you find your groove then your style is born. You have created a sales personality. It could be similar to your at-home personality or it could be different. It doesn’t matter. Sales is not only about acting it is about craft and there is no end to developing your craft.
But natural, be yourself. If you’re tight and shy the prospect will know it and won’t buy from you. He’ll be thinking, “This clown doesn’t believe in the product or himself. Hmm. Where should I go to lunch today?”
Find your voice. Use a tape recorder and learn from your mistakes.
Practice your craft.