#8 of 10 Telephone Sales Tips on how to create a positive image

Prepare yourself for making your calls by getting into the right frame of mind

Be direct

This is different from Tip #2: Respect your listener’s time, when we were talking about getting to the point of the call.

Here we’re looking at the language you use and our advice is:

1 Don’t use long complicated words when everyday short ones will convey the meaning

“Our language is frequently the site of contests between using simple down-to-earth words from Old English (herds of cows) and using more “elevated” or “important”-sounding words from Latin, Greek, Hebrew, or another of the languages from which we have borrowed so much vocabulary (cohorts of bovines).”

Kenneth G. Wilson (1923 –)

People don’t have the time or inclination to listen to you if you’re pontificating and seem merely to love the sound of your own voice. Try it and you may well find you’re pretty soon talking to thin air…

2 Stay away from jargon

This one isn’t necessarily as obvious as you may at first think. Sometimes we become so close to our subject and know it so well that we’re not aware we’re slipping into jargon. If you think this might just apply to you, test out the way you normally speak with prospects on a good mate, one whom you know you can trust to put you straight.

Enjoy your calls

Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.

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