How to Sell Over the Phone: The Ultimate Guide

When I was first starting out in sales, I had no idea how to sell over the phone. I would get so nervous when making calls, and often times they would go badly. But then I learned a few key tips and tricks, and now selling over the phone is one of my favorite things to do! If you’re looking to up your sales game and learn how to sell over the phone like a pro, this guide is for you. Packed with tips and tricks, you’ll be an expert in no time!

How to Sell Over the Phone: Tips for Success

Telephone sales are superior to other online methods of communication because they happen in real-time, rather than over email, and don’t require an internet connection like video conferencing.

These telephone sales tips will improve every call you make, whether it’s a discovery or follow-up call, or closing of a sale.

We have found that sales reps can sometimes make small changes to their approach and see immediate benefits.

It all comes down to timing

Evidence suggests that there are two periods during the day that are more likely than others to result in a successful sales conversation.

Calls made in the early morning or at the end of the day are likely to land

The first period is filled with emails, meetings, and other tasks. It’s a productive time before people take a break for lunch.

The hour before the end is the best because the potential client will be less likely to view your call as an interruption.

Call script or call structure?

A script can be a great way to reduce your close rates. You become more familiar with the words and more robotic.

However, it can be very helpful to have a structure that groups together topics.

This makes it easier for prospects to remember and follow your main selling points.

The call can still flow naturally with prospects asking questions as they arise, without any scripting.

Never call without a goal

You must have a clear goal for every call. This could be to discover your prospect’s pain points or establish who is involved in the purchase decision. Or simply to set a time for another meeting.

Sales professionals need to have a clear understanding of their goal before they begin any call. A simple structure for the call can help ensure that nothing is missed and that the conversation flows naturally towards the goal.

Listen more and speak less

Listening is key to a great call. Saleshacker reports that top salespeople talk for only 46% of a call. While the top performers talk for a maximum of 46% of a sales call, while the rest of us chatter away for more than 68%.

Give the prospect room to talk and you can turn it into an open conversation. Let them direct you to the things that matter to you, and learn more about their use case.

Benefits are the main focus

This is a common topic that salespeople must learn when they first start selling. However, it’s well worth repeating.

Focus on outcomes and benefits, not processes and tech.

Buyers are less interested in the way something works than they are in the results and how it can make their lives easier or their company more successful. If you spend more time demonstrating business value, buyers will be able to imagine a simpler life with your product at their center.

Build relationships

People don’t buy just things, they also buy from people. People they trust, like, and know are more likely to buy from them.

They say that you can’t close a deal until you’ve started a relationship.

As every superstar seller knows, building rapport is key. Even little things, such as engaging on social media prior to a call can help grease the wheels.

Follow-up with the leads

Failure to follow up on leads is a sign of failure.

Follow-ups, chasers, and subtle reminders are what keep sales moving forward. Silence is not a selling strategy.

The potential customer should have multiple opportunities to interact with your brand as part of the sales process. They should be guided along the path you want them to follow, whether it’s via social media, PPC or email prospecting.

Stay in schedule

Here’s an easy tip for telephone sales: It is based on the simple fact that an unscheduled phone call is often one that doesn’t get made.

It can be difficult to remember to make follow-up calls when you are so excited about other opportunities. You can place them in your calendar and resist the temptation to snooze them each time a reminder appears.

Face objections head-on

Common sales objections that are raised during phone conversations range from a lack of budget to lack of trust in your company.

You’ve probably already answered most of your concerns through intelligence from previous calls.

Jaws II has shown us that it is not safe to return to the water. Prospects can sometimes feel a little unsure or get cold feet as they approach the end of their buying journey.

These objections should not be ignored. Simply Hold off on the price chat. Talk about pricing only later in the call. One million sales calls were analyzed and found that the lowest performing sales reps discuss pricing within the first 15 minutes.

Have great collateral

If marketing and sales are aligned, your marketing team should create great sales collateral that can help you move closer to the close.

Whether you’re presenting your company, providing product details, case studies, or other collateral, well-presented documentation will help to reassure prospects and bring in other stakeholders.

Closing the deal

It is important to recognize that selling is done and that closing is the next step.

Before you get too close, ask yourself these questions:

  • Have you fully described and demonstrated the ability of my solution to meet their needs?
  • I have shown this with case studies, proof – results, etc.
  • Have you addressed any objections or doubts?
  • Does it feel right to ask for a final answer?


Now you know how to sell over the phone like a pro! By applying these simple and effective telephone sales techniques you will be able to convert more leads into customers.

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