EscoChico

Sales Representative

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

35 comments

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CaneWolf

Politicker

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

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

EscoChico

Catalyst

Sales Representative

Right on, CaneWolf!

Incognito

WR Officer

Master of Disaster

Give

No

Fucks

EscoChico

Catalyst

Sales Representative

Definitely need to put this in practice.

TheNegotiator

Arsonist

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

🦊

Smile while you speak.

CoorsKing

WR Officer

Retired 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

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

Politicker

Account Exec

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

EscoChico

Catalyst

Sales Representative

I have been there too benandsnack. I used to do tongue twisters and rhymes. I can see how singing can help.

happyhunter

Politicker

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)

EscoChico

Catalyst

Sales Representative

I am confidence! Thanks HappyHunter.

Hotlead

Politicker

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.

EscoChico

Catalyst

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

Arsonist

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

EscoChico

Catalyst

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

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

Executive

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! :)

EscoChico

Catalyst

Sales Representative

VineMic, thanks. This is what I like to read so I can practice.

VineMic

Executive

Account Executive

Anytime @EscoChico have an unreal weekend after the days done

msp_sales

Opinionated

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.

EscoChico

Catalyst

Sales Representative

Nice. I'll give this a try too.

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

Stand up, Chin Up

AlexT

Politicker

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

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

Account Executive

Keep your pitch short!

BullDawg

Politicker

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) 🤷🏼‍♂️

EscoChico

Catalyst

Sales Representative

"The fewer fucks I give" I like this.

PhillySales

Opinionated

Director of Inside Sales

Talk low and slow. Take a moment before responding. Calm and poised. Equal business stature.

GDO

Politicker

BDM

It’s all relative to the real important things in life. Also take on big poses with your body when calling

FromaBlankPerspective

Politicker

District Manager

Stand up, smile and make sure your know you’re product (not just your script)

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EscoChico

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

35 comments

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