Phone sales are one of the most important marketing channels used by companies around the world. That’s why

many marketers and sales professionals are constantly looking for ways to persuade customers over the phone.

At Ebtdi, we offer you powerful persuasion techniques to help you learn how to convince customers over the phone and improve your

success rate, opening up a world of opportunities for you.

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2. The role of “yes” in persuading customers over the phone

As humans, we like consistency. It’s ingrained in our collective mindset and the way we interact. So if you ask a few questions before asking someone about your offer—questions you know for certain they’ll answer “yes” to—you’ll greatly increase the chances that they’ll say “yes” to your proposal.

For example, “John” remembered hearing from one of his colleagues that the CEO of the company he was going to pitch had gone to the Netherlands

على سبيل المثال، تذكّر “جون” أنه سمع من أحد زملاءه أن المديرة التنفيذية للشركة التي سيقدم لها عرض ذهبت لهولندا

On vacation with her fiancé. We’ll show you how he can use this to his advantage:

“Katie, did you have a nice summer? I heard you went on vacation to the Netherlands.”

“Yes, I did. It was a wonderful vacation! Thanks for asking.”

“I’m glad to hear that. Did Tim go with you?”

“Yes, and we had a great time. The Netherlands is so beautiful.”

“I agree. Now, tell me—do you think the proposal I made would be useful for your company?”

Katie is already in the “yes loop,” so there’s a good chance she’ll answer your question with a “yes,” too.

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3. Back up what you say with verified facts.

Emotion plays the leading role in people’s decision-making, but after making a decision, they feel anxious and try to prove

to themselves and others that they made the right, logical choice.

You can use this to your advantage and make your argument more persuasive. Search Google for important figures and facts to support what you say during the

conversation. These are the facts your customers will think about as they make their decision, and repeat to others when they want reassurance that

helping them make the right decision. What’s more, you’ll come across as knowledgeable and earn their trust.

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4. Make use of text messages

Text messaging is no longer as expensive as it used to be, so try to make the most of it. All you need to do is

grab customers’ attention and encourage them to contact you.

This will make sales representatives’ jobs much easier, because the customer is the one reaching out—they’re interested, so converting them

into a buyer becomes easier.

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5. Use appropriate words.

Use connective phrases such as “because,” “for this reason,” and “as a result.” Studies show that our brains are wired to accept statements that

They follow these connecting words as if they were facts, even when they aren’t. For example, in a famous study,

the experimenter stood in line at a copy machine and asked everyone in the queue, “Excuse me, I have five pages. Could I use

the copy machine because I’m in a hurry?” 94% of the people in line agreed to his request.

In the next queue, he asked the people waiting, “Excuse me, I have five pages. Could I use the copy machine?”

—only 60% of the people in line agreed.

You might think the difference was due to the reason he gave, but the next experiment showed that this wasn’t the case.

“Excuse me, I have five pages. Could I use the copier? I need to make a few copies.”

93% of the people waiting in line agreed to his request, even though his reason was complete nonsense. Everyone in line was waiting

to use the copier because they also needed to copy some documents! Still, less than 1% refused his request, compared with the time

when he gave a genuine reason—because he used the word “because.”

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6. Use a friendly tone of voice

Customers have grown accustomed to sales reps’ fast-talking style and shrill voices. This approach is outdated

and no longer gets results.

As I mentioned, customers are more informed now, so you should speak to them like a friend while still maintaining professionalism.

في التعامل.

Vary your tone of voice when speaking with a customer, and change your posture during the call. This can help you

speak with confidence and ease.

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7. Handle objections professionally

Whatever your level of experience, you’ll face plenty of objections, and you may go several days without achieving positive results. That’s why you need to

handle this professionally.

أولاً لا تضغط على نفسك بشكل شخصي، فهذه هي طبيعة هذا المجال، وثانياً حاول أن تغير من اسلوبك مع الوقت وأن

put yourself in the customer’s shoes to understand why they object.