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What do you do to sound more confident over the phone?

What do you all do to sound more confident over the phone? I have been struggling with confidence for sometime. I've gotten into Toastmasters, I work on my script and questions that I ask. But I'd like to learn from ya'll masters here what you do? I've improved but I'd like to just go above and beyond.

📞 Cold Calling
🙏 Mental Wellness
🥎 Training
23
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Remember that none of this shit matters. You screw up a phone call? Who cares. A deal doesn't close? Nobody's starving as a result. We're in sales, not putting colonies on new planets or curing cancer. Any one result doesn't matter in the scheme of things and you'll have hundreds, if not thousands, more shots after a screw-up.
SahaFresh
VP of Sales
butttt aren't we in sales because we want to see those commish checks? Nonchalance does not equal quota smashing... @CaneWolf 
Tr
Trident22
Good Citizen
Territory Sales Manager
I usually laugh at myself if I say something stupid or fumble a word during a pitch. Like you dumbass "MyName", get it together. On to the next victim 
Es
EscoChico
Contributor
+1
Sales Representative
Right on, CaneWolf! 
Incognito
WR Officer
+11
Master of Disaster
Give

No


Fucks
Es
EscoChico
Contributor
+1
Sales Representative
Definitely need to put this in practice. 
TheNegotiator
Politicker
+7
VP of Sales
Honestly though, there’s only 2 things: 1) Have fun with it 2) fake it 3) have fun faking it People who are having fun are the ones who are good at it. Applicable to anything. If you’re having fun and faking confidence, even if they want to hate you for being a nasty cold caller it’s hard to. After that you just pretend to be the hottest shit and you’ll see how differently people respond. 5 days into doing that, you will BE the hottest shit. Then rinse and repeat until you have it all down right
CuriousFox
WR Officer
+11
Needer of Life Alert
Smile while you speak. 
CoorsKing
WR Officer
+11
King of the Coors Knights
Stand tall, smile, and remember a hangup wont kill you so keep dialing and make some damn money!
chubbspeterson
Politicker
+5
Business Development
Make the script yours, practice the fuck out of it, and adjust and tweak it until it feels natural, to the point where it becomes “you’re pitch”, instead of “the script”…. This, along with making as many calls as possible, did wonders for my confidence.
bendandsnack
Arsonist
+7
Inside Sales Rep
Embarrassing lol but if I'm working from home & haven't been speaking all day I'll bump music & sing in my apartment to warm my voice up.  I can't tell you how many times I've gotten on the phone after being silent all day & been like HHHiEYgghhh iSz tHiSzzz JUhn ughguhugh
Es
EscoChico
Contributor
+1
Sales Representative
I have been there too benandsnack. I used to do tongue twisters and rhymes. I can see how singing can help. 
happyhunter
Valued Contributor
+5
spittin' sunshine
Whether the call goes well or not, who cares? They are just another human like you and me and just because they’re the CFO of a company (or whatever title) doesn’t mean they are more important or better than you. You ARE confidence. You ARE the shit!!!! You don’t need to overthink and worry if you’re doing it right or wrong; just go for it! Act like you know what you’re talking about even if you don’t know shit. I’ve lived my life in this way and so far so good! (I also meditate every morning and spend a lot of time reading/listening self help books and podcasts to master self love and self confidence…highly recommend the podcast The School Of Greatness with Lewis Howes. Not sales related but some great conversations and motivation to crush life)
Es
EscoChico
Contributor
+1
Sales Representative
I am confidence! Thanks HappyHunter. 

Hotlead
Politicker
+7
Producer
Sit or stand in a power stance, it will increase testosterone and lower cortisol (stress hormone). It will make you sound and be more confident.
Es
EscoChico
Contributor
+1
Sales Representative
I recently started standing and this does help but I'm noticing I'm hunching over my desk to read my questions, take notes etc... I got to remain on that power stance. Thanks! 
UrAssIsSaaS
Politicker
+5
SaaS Eater
Knowledge and repetition breed confidence. Know your shit (product and sales process/language) and repeat the hell out of it. The more you do it the more comfortable you will get with new situations and objections. 
SahaFresh
VP of Sales
To each their own, people book meetings a number of different ways. But here's what I've found to be helpful that my BDRs are mastering: 

- Uptalk vs Downtalk (too bubbly vs being confident)
- Pausing and making sure what you're saying sinks in
- Taking it slow, it's easy to rush and word vomit
- Pretend like you know them
- Listen to your own recording to see how you sound

I'm not sure I agree with "the shrug it off, it's part of the game, doesn't matter". Gotta always critique yourself and level up your game. A few minutes a day of recording yourself or playing back a handful of your calls with help your phone skills tremendously. 

Hope this helps @EscoChico 
Es
EscoChico
Contributor
+1
Sales Representative
SahaFresh thanks for the feedback. Listening to my calls would help. How often should you listen to your calls? Daily, 2-3 times a week, after a great call?  
SahaFresh
VP of Sales
Most of my reps listen to all their 2-3 min cold calls again anyways to take notes for the AE… so I would make it a habit to play back several of the ones you had throughout the day. Even the ones that end abruptly or didn’t go well. The ones that you’re scratching your head on, flag and review with someone senior if you have a culture to support it. Most leadership will recognize the learning effort you put in (it’s what they look for - reps that are always honing their skills) 🚀
SaaSam
Politicker
+6
Account Executive
Your own body language makes a big difference. Sit in a way that makes you comfortable, put your feet up on the desk if you can get away with it. These are things we do when we feel confident do doing them when you otherwise wouldn't be gets the subconscious to begin feeling confident. 
VineMic
Good Citizen
+1
Account Executive
@EscoChico 
1. Stand up while you call
2. Posture is upright
3. Before each call do some power breathing exercises (two big inhales in and one large exhale after)
4. Move your hands as you speak, like the persons in front of you
5. Have a few bullet points in front of you as you are on the call so you dont get lost with your content, this way you can easily navigate to your desired path
6. Detach yourself from the outcome --> You're not in the business of selling but inviting people to learn and see where it makes sense. Nobody bats 100 but when you see a fastball coming down the middle that you know that you can crush, knock a homer. But focus first and foremost on getting tighter processes and feeling good that youre putting your best foot forward, your prospect will give you kudos for not pushing them.
7. Use your intonations strategically (end the sentence with a lower downward inflection for power statements, higher inflection for sarcastic statements)

You've got this! :)
Es
EscoChico
Contributor
+1
Sales Representative
VineMic, thanks. This is what I like to read so I can practice. 

VineMic
Good Citizen
+1
Account Executive
Anytime @EscoChico have an unreal weekend after the days done
msp_sales
Opinionated
+4
Full Cycle Sales
I personally love the old mirror on the monitor trick. I literally have a small mirror Stuck to my monitor with a label on it that says “Smile Please!”
People can hear a smile, it helps more than you think.
Es
EscoChico
Contributor
+1
Sales Representative
Nice. I'll give this a try too. 
wHaTyAgOtCoOkInG
Catalyst
+4
Account Executive
Stand up, Chin Up
AlexT
Politicker
+7
Account Executive
Stand up and walk while you talk, smile, look to the other side of the room and talk to the wall (you will talk louder which communicates confidence). Repeat to yourself "I am a C-level calling another C-level" several times while you dial the number. 

Does that help in any way? 
RampagingDog
Politicker
+5
Recruitment Consultant
One of my old sales managers used to make us stand for one minute at the start of every day in "super hero pose" - personally I've always seen success standing, walking around, I've got a ball I bounce and play wall ball with, and I'm constantly smiling for no reason like some kind of stupid jackass.  

It's all ridiculous, but it all works.  
SmilingNotDialing
Contributor
+2
Account Executive
Keep your pitch short!
BullDawg
Politicker
+6
AE
I get comfy as fuck: we’re talking gym shorts, soft hoodie, feet up on the desk, hands behind my head, comfy as fuck. It makes me look like a psychopath, but I’ll smile as wide as I can and tell myself “none of this matters - the stakes are all made up bullshit.” Then I dial away in my comfy posture with a smile on my face and maybe an AirPod with some chill music playing in one ear to keep me from thinking too much. Helps me come across way more relaxed and confident instead of the usual rigid salesy tone most people have when cold calling. I’ve found the fewer fucks I give while calling the more effective I am (at least on cold calls) 🤷🏼‍♂️
Es
EscoChico
Contributor
+1
Sales Representative
"The fewer fucks I give"  I like this. 
PhillySales
Opinionated
+3
Director of Inside Sales
Talk low and slow. Take a moment before responding. Calm and poised. Equal business stature.
GDO
Politicker
+7
BDM
It’s all relative to the real important things in life. Also take on big poses with your body when calling 
FromaBlankPerspective
Politicker
+5
District Manager
Stand up, smile and make sure your know you’re product (not just your script)
11
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