Be Confident on the Telephone: Increase Your Phone Confidence Today! | Nader Nadernejad | Skillshare

Be Confident on the Telephone: Increase Your Phone Confidence Today!

Nader Nadernejad, Multimedia Producer and Marketing Expert

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16 Lessons (45m)
    • 1. All About the Course

      1:49
    • 2. Introduction

      1:34
    • 3. Strength and Warmth

      2:17
    • 4. Communicating Confidence

      2:11
    • 5. Improvise to Be Articulate

      3:05
    • 6. Inflection and Warm Tones

      4:49
    • 7. Being Agreeable and Strong

      3:24
    • 8. Power and Excitement

      4:00
    • 9. Showcase Your Greatness

      4:40
    • 10. Be the Solution

      3:41
    • 11. Similarities

      2:09
    • 12. Mutual Struggles

      2:49
    • 13. A Personal Introduction

      1:40
    • 14. Stating the Facts

      2:10
    • 15. Warm Them Up Fast

      2:57
    • 16. Entice Compassion

      1:49

About This Class

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Learn how to be confident on the telephone with Nader Nadernejad! 

Nader Nadernejad is the director of Nadernejad Media in Toronto Ontario. A multimedia producer with PR and sales experience, Nader has hosted multiple radio shows over a 5-year period and interviewed national icons such as CBC Chief News Correspondent, Peter Mansbridge, the first Canadian to walk in space, Chris Hadfield, Dean Del Mastro under election fraud allegations and more. 

Nader is perhaps most notable for being the youngest contestant featured on Season 1 of CBC's Canada's Smartest Person, a nation-wide reality television show, showcasing multiple intelligences. 

In this course, you'll learn: 

  • A variety of professional phone skills and techniques 
  • Elite cold-calling techniques for business and day-to-day life
  • How to hone your charisma on the telephone 
  • Common telephone mistakes to avoid
  • How to leave a professional voicemail 
  • How to build on the skills you've learned after you complete the course 

Register today and improve your phone skills. These skills can be transferred to in-person conversation, voiceovers and more. They're an evergreen skillset that will last you a lifetime. 

Transcripts

1. All About the Course: Hey there. My name is not not in a Jan, and it makes me really upset that some people have phobia or anxiety when it comes to using the telephone. Now I usedto have. This is Well, in fact, I used to be very afraid of not only using the phone but afraid of social situations. It wasn't until I had a coop or an internship at a radio station where I actually started picking up the phone for the first time. It was scary, but it led to some really cool things, like an interview with the chief correspondent of our national public broadcaster. Huge public figures, the first Canadian toe walk into space and let the business opportunities. I'm gonna marketing agency now, and I use the phone. I make sales at I close at an 80 to 90% rate. If I could get the person on the phone on those air riel real percentages, I find that I always have leverage when they use the phone because I use it so much. I realized I had a talented it and I have exhausted it to get what I want on, and I want to help you do the same thing because I came from that point of being anxious, not knowing how to use the phone to really using the phone to completely change my life. I think the telephone or the cellphone. Whatever telecommunication devices in use today, it's being overlooked. I will do anything we can to avoid using the phone nowadays on. I want to change that for you. I want you to use the phone without fear, Whether you have to do it for a sales job, whether you just want to get better at jogging on the phone or if you're just afraid when you hear the phone ring and you don't want pick it up, I know what that feels like. I'm gonna change it for you. In fact, I'm gonna help you get so good with the phone that you're gonna love doing faux calls and you're gonna be able to get what you want when you do them. My name's daughter and I can't wait to be your teacher. See of the course 2. Introduction: thanks for enrolling in the course. In this course, you're gonna learn how to be natural on the phone. I'm not reading anything off a teleprompter. I haven't prepared a script to do this course for you. I'm talking to you naturally and from the heart. And that's what we're gonna teach you how to do to. We don't want you to be so prepared and scared and think about the details and and be afraid of doing that phone call. We want you to be excited and strategic, and we want you to move in on your phone calls and know what you're doing. We're gonna teach you how to be an elite sales person with a phone. We're gonna teach you how to get what you want on the phone. The most of all, we're going to teach you how to illicit emotions and the people you're speaking to using the phone isn't about a set, a group of rules or techniques. It's about honing in on your strengths and developing them to bring out thesis imp, Athena, humanity and the excitement of other people. Because when people are emotional or they're using their emotions, the more likely to act on impulse, but that's not a bad thing. They're gonna act on if you're proposing a sales deal or if you're saying, Hey, let's go out for a coffee They're more likely to act on that if you emotionally move them to do so. And when you emotionally move people to do things, especially over the phone, you're going to be able to You're gonna be able to really get any reaction that you want, and that is a very powerful thing. So stick with me throughout the course, and if you have any questions, let me know at any time. But really put these things to practice, and I can't wait to help you guys completely change the way you use the phone. 3. Strength and Warmth: using the phone comes down to two distinct but simple principles, confidence and warmth. If you're speaking to somebody and you only communicate confidence, I know everything. They're not gonna be able to relate to you. They're not going to feel like your expertise doesn't mean anything. If you're not warming people up to you, think about people core smart. But they just go on about how smart they are or they're just super confident. But they shut out the rest of the world. They're not necessarily light. They don't have charisma. If you want charisma, you need to be warm. But you need to be confident. That means to be precise, your precision of language. You be sharp, but you more people up. You listen to them. You let them speak, you understand them. So as we move throughout the course and want you to actually think about these two techniques and everything that we do, we want you to be warm, and we want you to be confident. I know if you have anxiety inside, it could be very difficult to be warm and confident at the same time, because sometimes we always focus on our confidence and Sometimes we focus on warmth, and it's also difficult because confidence and warp or constantly attention with each other . Think about it. If you're super confident, it's harder to be warm. And it's harder to actually listen to what people say because, hey, if we listen to everything people are saying, we're not being confident. We're being pushovers. So you need to be able to find this harmony within yourself. It's not complex, it's not spiritually, but it's just it's very realistic and it's backed by science. If you can actually find a way to control your confidence in the awards to bring it out. So it's natural you're not over playing confidence. You're over playing worth, but you're reeling people in. If you can find a way and do that, then you're gonna be successful, not only with your phone calls, but everything in life. The only difference between moving from doing it over a phone call and during in life is that your inner voice changes between situation, so if you're more confident on the phone, your brain is going to be going overdrive when you do it, the social situation but we're gonna focus on doing it over the phone. And if you could home these two principles, you will be successful in everything you do. So let's get started and break down. How to master the art of phone conversation. 4. Communicating Confidence: speaking about confidence. How do we communicate confidence over the telephone? The best way to communicate confidence over the telephone is by simply listening. I'm serious. Listen to what the other person is saying and identify their problems. If you're doing a sales call in, somebody says, Hey, you know what? I have some real problems. My social media Twitter. It's not working out for me. Pick up that phone and say I know exactly how that feels and I can totally, totally help you with your Twitter. Let's talk about some plans. So you see how you took that right there? You took something that were unconfident in. You listen to a problem they didn't have confidence in and you expressed all his confidence in something they had no confidence in. They're gonna want to be more like you, and therefore they're gonna trust you. They're going to say, Hey, this guy or this girl is who I want to be and they were going to gravitate towards you. You don't doesn't want to be simply confident. You want to be confident and things there unconfident. And now if you just speaking to another person over the phone, you may notice that Hey, they're a little bit quiet there, a little bit reserved and shy. Crack a joke with them, Lead them where you want them to go Because communicating confidence isn't about thinking. Oh, how do I sound? Confident? It's about really directing the other person and making them come towards you. If it's a sales call, listening and identifying their problems and being confident that you can arrive at a solution If you're in a group of people, you're doing a group conference call, everybody sort of debating on ideas. I don't know if it is this gonna work. I don't know if this is gonna work. Maybe this might work. You could just interrupt and say, Hey, guess what? I have an idea. I promise you, everybody's gonna be listening. You need to communicate confidence by identifying problems and proposing solutions. If there isn't any real problem, be extremely positive and lead them in a direction. I think we should go here because this is either gonna solve everything or make everybody happy and ecstatic. If you can do that, that you're gonna be communicating confidence. So don't audit yourself as you're doing a faux call on the situation on the problems you can propose solutions to. That's how you appear confident on the telephone 5. Improvise to Be Articulate : now one of the most important things that doing the telephone is to be articulate. Being articulate is much easier than you think, because in order to be articulate, you need to know what you're going to say and then you need to improvise. And it sounds crazy. Improvising really, like improvise to be articulate, because if I don't write things down, how am I going to express that to the person I'm talking to? In order to be articulate needs to come from the heart in order to articulate things you don't just need just simply state the facts. But you also need to speak in a way that transfers in motion and allows the person at the other end of the line to understand what you're talking about. If it sounds like I'm reading off a piece of paper and articulating very well, think about great leaders and people who have given speeches like Martin Luther King or Gandhi, your anybody who's given a compelling speech and it seems like it's from the heart. Now imagine if they gave you the same speech, edited it like crazy and read it off a piece of paper. They're actually being more articulate because it's gonna feel like they're being more articulate because you're able to I actually feel emotions when they speak. So are gonna ask you to do is know what you want to ask. When you're speaking, someone know you want to say to that person, I just go ahead and say it improvise, pick up the phone and say, Hey, I need to tell you about something, something you did at work the other day. It may be really upset. This is what it is and just speak from the heart. You don't need to actually think how you're going to say it and what you're going to say. If somebody responds in a certain way, you need to actually speak from the heart, and it may be difficult at first trying to remember everything. But don't panic. If you forget saying a couple of things, it's way more important to be genuine in the moment that actually deciding what you're going to say in a really structured manner. So what did the best ways? And I know some of you may still think it's crazy but improvised to be articulate. Being able to be articulate is a skill, and it's only going to come from practice. You're never going to be able to be articulate by reading off a piece of paper because anybody can read facts. Think about it. You can read books that are so dense in facts, but you'll have no idea what they're talking about because it's not structured correctly. It's not written in a way that appeals to you being articulate the purpose of being articulated. So people understand you so people would get what you're talking about, and you can drive them toe. Either do things or understand things. But what you're really even for us, for them to take an action, either in their own lives or for you because you want something. So speak to people in a way that really entices them to act upon their emotions, speak to people and speak from the heart. Pick up that phone, leave a message without writing anything down. Asked for a call back. Being articulate will come to you slowly, slowly, and it's something that you're going to develop yourself. It's no amount of planning is ever going to help you stay research, know what you're gonna talk about, But when push comes to shove, go ahead and improvise 6. Inflection and Warm Tones: welcome to Section three. Now, Section three is called Make them trust you because it's all about trust. What we want is people who are listening to us or people are speaking to us to trust us on the best way to establish trust is my first using inflection and warmer tones. So if I was speaking to somebody on the phone and say, Hey, yeah, I'm gonna help you a lot. Yeah, it's gonna be great. Yeah, I'm gonna do those things for you, and I'm gonna do perfect marketing. It's gonna be great. How can I believe you? You're just saying things. But if you use inflection like, wow, that's super cool. Yeah. I mean, like, obviously you're going to be listening to something real and not like faking it. That when you're speaking to somebody and you use warm or tones when they mean warmer tones , I mean, really speaking from the diaphragm, and this is supposed to happen naturally. Please don't overthink it, or you're gonna make it weird. Instead of speaking from your chest and speaking really fast, you want to slow things down like I am right now and speak to people using inflection and warm tones. So when you're happy, smile in real life and actually transfer that over the telephone. So when you're talking about something happy, it's happy. It's It's, it's up. It's happy. You don't say happy because it's it's incorrect. You want the deflection to go up on. It's the same thing for public speaking. Speaking on the phone is very similar to public speaking. I remember when I did wedding deejaying. I also am seeing at the same time, and it was very hard for me to actually pick up a microphone and use inflection the correct way because I've been doing weather on the radio. So I was saying things like and give it up for Tracy. You want to do that? You won't say and give it up for Tracy. It goes up like that. The inflection goes up. So you want to do that in a much mawr? Real didn't sort of way like I'm so happy to see you like you want something like that warmer. Speak from the diaphragm and it's just really a natural thing. But you don't want to be talking monotone. You always want to avoid talking monotone because you want your personality to stand out. You should be acting on the impulsive that come from your personality, and you should be trying to be natural and true to who you are. When you do that, you are really going to be better at talking on the phone. It's gonna help you out. A lot of highly recommend you do that. Just really speak from the heart. Try to be empathetic. Emphasize with people on the other end of the phone on Always, always slow down what you're saying. To be clear, don't speed up. No one's in a hurry. No one's in a rush. I mean the other person may be, and if they are, that's OK. Because instead of south sounding like you're crazy and you're a chicken with her head cut off, you can actually slow down and say, Hey, you know what? If you're busy right now, I can call you later, and one when they see your calmness, when they can actually listen to how calm you are, you're gonna break them and even more. It's about holding in what we said at the beginning. You want to be strong, you want to communicate strength But you also want to communicate warmth. And you're going to do that by using inflection by being articulate and just by practicing . It's the practice. It's gonna that's really gonna help you now. I had the opportunity to include assignments throughout this electric that this course and you may stumble upon them. But what I really want to encourage you to do is, if you have time and you want to learn how to talk on the phone, I would be happy to speak with a few of all of you out there. Be happy to speak of my students. So if you want to send me a message or semi message of new Demi and we can set up a Skype call a private phone call and it's not gonna cost you anything, I could do this with a few students. But I really suggest practicing like the only way for you to actually get the most out of this course is by going out there and practicing and using warm tones. You don't just you don't just talk to sound warm. You want to actually help people. You want to actually show with your voice and show with your body language, all of your intentions. And you do that by sounding warm because you feel war. The best way to generate that and get people to perceive you as a warm person is by actually actually trying toward them up to you. And that doesn't mean being desperate and saying things that are going to make them love you because people can read that they can read. If you're being a pushover, you want actually warm them up to you until hey, I'm here for you. I can help you. This is what I can do. It's about slowing it down and really breathing through your dia friend through your your pelvic floor, delivering everything you want to say. So good luck. Communicate confidence over the phone. Be war, be articulate and let me know how it goes. CIA Next lecture 7. Being Agreeable and Strong: Now we're gonna talk about being agreeable over the phone while also not being a pushover because nobody likes to push over. No one's gonna listen to a pushover. And when I mean being a pushover, I mean, Okay, sure. I'll do whatever you say. You want to agree with what people say to a certain extent, but you want to get everything you want. So if you're speaking to a client on the phone or you're making a sales call, they say, I know it's a really expensive time of year, and I don't think I'm gonna be able to purchase that vehicle. Can you cut me a 50% deal instead of say, No? I can't. No. Well, you could do it. I'm sure gonna be agreeable to a certain extent. You need to say, I understand. I agree with you. It's a hard time of year. It's difficult. I know what it's like. You know what you think about it for a little bit, and I'll see if I can come up with a plan. You know how you're speaking. Instead of just saying yes, of course I will help. You will see what I could do. because I come from a point of desperation. You don't say. I totally get it. But I have a solution for you. And I want you to be taken care of. I want to be hospitable to you. You don't actually say that. But you want people to understand that you're trying to help them. And not only that, but your first priority is to help them. So be agreeable. Make sure they feel understood. Never negate what they're saying. Because people don't like people who disagree with him. I frankly honest with you. If you disagree, people all over the place, they're not gonna like you. So you want to agree with them? You wanna warm them up to what you're trying to sell? Never forget you were tryingto warn them up what you sell, but also the strength in the warm. But being agreeable, you're being warmer. You're saying I understand what you say resonates with me. Let me help you and your your strong You need to maintain that leverage by being agreeable , your maintaining leverage. If you're ever agreeable on your losing leverage, you're doing something wrong. So always make sure you're being agreeable enough. But you're still driving home what you want. You're still getting what you wanted the end of the day and you're maximizing the chances of return coming in. So you're maximizing making that sale, you're maximizing the chances that you're gonna be able to speak your mind and talk to your boss about the thing that's bothering you at work. In fact, you should do it. Hands down, don't maximize it, just do it. But the thing is, you need to be agreeable to a certain extent. And sometimes we either go all in because we learned to be people pleasers. Or maybe our parents brought us upto toe act that way. So we may just go all in and agree too much on what we do it. There's no going back. When you agree to something, it's too late, and sometimes you'll screw it up. It happens, but you need to make sure that you're not too agreeable. You have to get used to saying no, but you also want them to feel like you understand them, and then you're out to help them, so always find a balance. You can agree to a certain extent that warms them up and then move them in your direction. They may pull you back another direction. Say I understand on pulling back into your direction. Never forget that If you could do that, you will maintain leverage over any phone call. See Annex Election. 8. Power and Excitement: This is one of my favorite things. It's one of the things that has helped me score sales. It's help me with a ton of things, and I do it in a very specific way. It's communicating power through excitement. And the way you do that is you don't want to say Look. Yeah. So happy to work for you. Yeah, it's gonna be amazing. I'm gonna If you're doing a sales call, you want to actually show excitement, but not a radically. You want to show that you're excited to exercise your power? Now I'm gonna show you what this means when you're talking to somebody over the phone and you want to maintain that power but also showcase that warm. You want to be excited, You want to be open, you want to be happy. You want them to feel that positive high vibration coming their way from you. They need that vibration toe leaving you to trust you and to be motivated and driven by you . But you don't want to seem a radically excited because it makes you seem less powerful. If you are trying toe score an interview with a notable public figure, you don't recall saying, Oh, I'm so excited to get a hold back because you're going to sound like, you know, you don't do this every day. So instead of doing that, say I can't wait. This is such a good opportunity and you will be talk. We're gonna be able to reach so many people. I think it's really helpful. Is there an email I could send our interview to Because I really want you to get a much leverage out of this is possible. This is going to be great for both of us. Whenever you're free, just let me know and I can send you that MP three file of our interview. And then you're notable host. Put it online, and I can use it to I'm so excited for the things that we're gonna achieve. Amazing, Perfect. Goodbye. But you don't hear me on the phone like I can't wait to do the interview yet. You should be excited to be able to exert your power over them. But like you were excited because your interview is going to reach so many new people and you were going to give them so much publicity, they have never even dreamed off and you're both gonna be fulfilled by and we're both going to be in the public eye getting positive media coverage. See, these are things that you should be excited about communicate or I'm excited about the feel , the excitement, and they'll feel that rush to and they'll get excited for being able to achieve success alongside you. They're going to associate you with success. They're going to associate you with being able to achieve things. So that's what you want to do. You want to communicate power through excitement. You don't be excited or radically on, get excited whenever you can over the phone. Always hold it in because you want to remain grounded like once you're grounded and you're not. It's very easy to get excited, and that was my biggest problem. But once you remain grounded and you can actually communicate how happy and thrilled you are, But from a point of leverage and power, people are gonna want to surround themselves with you. Even if there are notable public figure a politician. Anybody. That sort of energy is just People thrive on it, no matter whether from amount of what they do, so use it to your advantage, learn how to hone it and cultivate it. And if any of this doesn't make sense to you because I know some of these concepts are kind of abstract, I'm aware of that. Ask me questions because these air actually deserve grounded in science. I've researched this for a long time. And if people truly believe that you have strength and you're able to give them something as a means of survival, they're going to want that from you. So you want to communicate that and by being excited, you're showing that your general you're genuinely happy about it to you can't wait to experience those things. So give it a chance. Let me know if it works for you and let me know if you need more tips and I'll see you next lecture 9. Showcase Your Greatness: the next step, we're gonna be discussing a sliding and evidence of your greatness. Now, this could be a little bit difficult and tricky to do the reason, because you don't want to seem bragging about it. So if you've achieved something and you want people to believe your notable you don't want to be bragging about, you want to say, Oh, I'm the best. You should definitely take my interview because I'm fantastic home. There's no what you want, but you do want them to think that you're credible and notable and you're powerful enough and you're kind and generous enough and enough people trust you in order for them to listen to what you're saying. And we're talking about phone conversations here. So grounding it Not if you're speaking to your boss on the phone. It's different than if you're speaking to a prospective client or if you're speaking to somebody that you've cold called. It's always different. But when you're cold calling, somebody is there to say Hi, I'm calling from I see a marketing dot co dot UK. No one's gonna listen to you. We'll get into more of this in the cold calling section. We actually want to show evidence of your greatness. Be like, Hey, I noticed, uh, I drove past your house and I noticed your roof was cracked. I fixed those in a couple of minutes. Actually, I That lady that lives across the road from you, she she had a broken roof, and I fixed it in two minutes. But I would really want to help you fix your problem. See, you've actually given an example of something that you've done. And then you've quickly moved away from that and said I can help you. So instead of saying I've done this, I've done that. Say, hey, I really want to help you. It'll almost be like that time I helped this other guy on, he was able to increase his crop. It's by 300%. Let me help you. See how you could just touch in those things instead of lingering on them. You actually just bring them up and they move into the person subconscious. They start actually associating the things that you're saying as long as they can verify them. And if you're charismatic enough, they won't even try to verify them. But don't lie. That's bad. anyway, you'll be able to actually convince them to associate positivity with you and greatness because you're talking about some feats that you've accomplished, and if they can really believe what you're selling them, they're going to want the same thing from you. It's almost like having a written testimonial for what you're doing. You can say Hey, I achieve this It was so great and give them evidence of it. And when you slide in evidence in subtle ways, you gotta do it suddenly. But do it a lot. They'll start to associate great things with you. Then when you work for them or when you do business with them. When you speak to them, they're going. Teoh associate great things with you, and I know everything is in the business context. Some of you want to learn how to use the phone with your family members, or that adds, that keeps calling you and wondering what you're doing. The best way to get anybody toe positively associate themselves of you is to slide in subtle things that you have done that could also benefit them. So talk about amazing things you're doing in your life and then be like, Hey, I heard you did something similar. Can you tell me about it so you can relate? You don't have toe proposed a solution if there's no problem, but you need to actually formulate cool things you've done then related to that person so that they can associate their achievements of yours and vice versa, and you make them feel great. So learn how to do that. Learn how to slide and positive things about yourself so people associate it with you and one last piece of advice. Don't do self depreciating humor over the phone or anywhere you're not going to do it in a business situation makes sense. I mean, if some of you do, there's a real problem. But don't even do with family members, because when you say negative things about yourself, all your telling other people is I'm a loser, and it's it's true, even if you're joking. Even the best self depreciating humor to be funny at times. But you're not really communicating power or strength there. I mean, I can laugh of myself. I can have a job If something funny happens, it happens. But we all have to get used to saying positive things about herself. The negative things we say can really affect us. So don't say negative things about yourself over the phone as a joke or in real life. Just don't do it, say pause of things and have people associate positivity with you and in turn, themselves. I can't wait to talk about our next section because it's gonna be so much fun. And we're gonna go. Maurin deathless, Can't wait. See that? 10. Be the Solution: now we've talked about this before. The course for one way to gain leverage over a phone conversation is to be the solution to somebody's problem. And again, this comes down toe listening, opening ears and listen to what this person is struggling with. If you can't deduct a problem or you're not doing a sales call, just listen. What is the person looking for? What could this person be looking for? And how do I be a means to an end? But how do elsewhere communicate my power in charisma at my warmth? So what you want to do is actually ask questions. Think about what questions may elicit the best response. Now you don't want to ask yes or no questions. This is true with journalism as well, or anybody interviewers, interrogators You don't want to ask yes or no questions. You want to ask open ended questions and let the other person talk So you could say things like, How are you feeling today? The personal talk and it's not a no. It's open ended so that they're not going to say yes, I'm feeling good or I'm feeling that, and you can use that information to hold it on mawr information and ask more questions. This is super helpful. So whenever you're talking to somebody on the phone and you want to be able to propose a solution, you need to listen to what the problem is. If you're talking to a close friend, talk about things that are happening in their day, and if there isn't a specific problem, think how you could make them. I actually want to tune into what you're saying, So tell him positive things. Talk about positive things that you can accomplish with them if it's a business deal but to look at specific situations. Let's say you're talking to somebody about selling a marketing package and you're saying, Hey, I want to sell this social media marketing package meeting like by my services for $800 I'm going to give this to you instead of just saying Hey, I'm gonna help you with Twitter. You should send me your money right now. You should actually talk to them and say, What is your biggest problem of social media? They may say, Oh, I'm having difficulty reading, reaching a lot of people, but it's gonna be OK because I think I may hire somebody in the future. You could say OK, then if you could do anything with social media right now, what do you wish you could dio? What could you dio? And it may say? Well, I really want to reach 200,000 followers in a month. I want 200,000 followers and I want an impression on all of their pages. I want them all to see what I'm doing. So now you have a clearer idea You could say Hey, well, I've got a client 400,000 followers in two weeks. Maybe you haven't done that but say Hey, I know overweight. I could get you 400,000 followers today. I know it's crazy, but try to propose thes things and be confident. Be as confident as you possibly can because even if you say crazy outlanders things and you're still being confident people are going to trust in you, people are going to believe you, and this is what you really need to communicate over the phone. But you want to do it slowly with warmth and with passion. Once you do this, people are gonna believe you. So what you want to do is be a solution, but a convincing solution to their problem and to summarize, you want to actually on it, them to figure out what their problem is in the first place. If it's not revealing itself, it's your job to ask the correct questions so that they can tell you what they need help with. Then it's simple. Become the solution to that problem. No matter what it takes. You have to have confidence in yourself, and you got to propose a solution. CIA Next lecture. 11. Similarities: Another great thing to do is to showcase your similarities with the person you're speaking with. So if they have particular interests, try to relate to their interests. If they have particular problems, try to relate to their problems. If you're speaking to somebody over the phone, not only do you want to showcase their similarities, but you also want to be able to mirror them. If they're talking quietly, you don't be talking loud. If they're talking slowly, you don't be talking fast. Try to synchronize yourself with the way that they're talking. I know what you want things to be in your court and you want people to come to you. But what you're gonna do is actually mirror them to begin with. Once you mirror of them, you can propose solutions and ideas and actually begin to influence them so you can influence them off the bat by just being high energy. It's possible, and once you become mawr confident in your technique, you can do it. But what you want to do is you want to mirror them to a certain extent and then pounds when you can, and what you're gonna do is simply imitate their volume, enmity the way they're speaking, if somebody is speaking very slowly in the talking about something that's very important to them or a tragedy that's happened, talk slowly to talk quietly and then proposed those illusions engage. Sometimes, if you're just doing a regular phone conversation, you want to engage with the person that's there, act like you're listening. Listen, because once you listen, you will be able to provide valuable insight on the other person's gonna take notice. It's gonna make you more influential. So think about that. Showcase your similarities. Try to be on a level playing field so the other person feels like they can confide in you. If you're totally different, you're on a different page. Your a different wavelength in that person, either emotionally or uncertain issues or just the way that you're presenting yourself. You have to actually gauge what that person is like and imitated to a certain extent so that you can move them for one direction to another. So that's it. Showcase your similarities on everything will be in your hands 12. Mutual Struggles: and we touched on this before showcasing similarities. Another very specific thing you want to do is you want to find a point of mutual struggle, especially in sales if somebody is communicating a struggle. So instead of saying all that sad, I feel soy for you, what you can say, especially in sales of someone saying like I've had such a hard time with removing as a Google link, I can't remove it. You should say, I feel your pain. That's really terrible and it upsets me that that happens. You know what? I've struggled with this before, too, because once somebody published something about me on Facebook and I can't get it off. And that's really why I want to help you for a couple grand a month. We can. We can fix this problem for you and again warm, slow, speak to them the way they want to be spoken to and proposed those things. You want to actually move in slowly and be able to communicate with that person, but also pointed mutual struggles, because if you point out a mutual struggle and say, hey, not only have I struggled with this, but I've overcome it and I want you to overcome it to that person's gonna think, Hey, this person is just like me But they moved from point A to point B from their struggle to success. If I give them what they want, they could help me move him struggle to success to Hey, we're practically the same people now. People aren't that malleable, and that's why you have tow, become good and phone conversations. You have to speak to people in certain ways that allow them to open up to you. And these are the things I've shared with you in previous section of this course, so actually revised them. These things aren't concrete. It's really about feeling the waters and really understanding what sort of person you're dealing with. You want to communicate power, strength, warmth. As we said, you want to be able to showcase mutual struggles, showcased similarities and propose solutions, and this could be done in any conversation. It does not need to be, ah, high tension problem scenario. You could propose small solutions in any conversation of ending nature and if they're not solutions in their positive things like, Hey, it's really cool that you did this amazing thing. Why don't you come over for dinner? That's a solution. So by doing this, and by practicing the previous principles that I've showed you in this scores, you will be able to move towards success in any phone conversation and you'll be ableto warm people up to You'll become more likable. You'll be showcasing your charisma. So try that out, showcase your similarities and then point out mutual struggles and say, I understand Let's work together. 13. A Personal Introduction: This is the section where we talk about leaving voicemail messages. Now there's an art to leaving voicemail messages. And you should get very excited about leaving voicemail messages because people tend to call you back a lot. If you stand out from the other voicemail messages or if you just sound like you're a promising individual, what you want to do is pick up the phone and call, so learn they don't answer. That's OK, because, remember, you're always going to have leverage over telecommunications. Just because you took this course, I promise you. So whether you're leaving a voicemail message or whether you're talking to somebody on the phone, you were gonna shine. So call whoever you're gonna call. I want to hear the voice mail message after the beep. Obviously, leave the message, but start with the inflection of you learn. So we're gonna have Hey there. This is not her. I'm just calling to let you know, as you see Hey there. This is not are we started with a deflection. I'm just calling to let you know, like on the men get warmer and then you want to clearly state the facts. Now we're gonna talk about that in the next section. It's a section in of itself, but what you want to do is you want to open strong. You don't want to sound passive, is calling and say, Hey, I'm calling for this reason, especially if it was a cold calling. You don't already know the person you want to open with inflection. It doesn't have to be overdramatic. It doesn't have to be super intense, But you want inflection. You want that personal introduction. You want to see your name. You want to say why you're calling very briefly before you get into the facts and that's our next section. We'll see you there. 14. Stating the Facts: So when you leave a voicemail message, you want to clearly state the facts about why you're calling and what you like them to do. So you can say, Hey, my name's not and I'm calling because I saw your advertisement and I want to purchase one of your services that instantly is going to get your call That But if it's something else like hey there, my name is not her. And I checked out your website and I was wondering if you needed any marketing services because we can help you out. Don't seem marketing services actually talk about Theo issue that you notice and how you can propose a solution like we've discussed and clearly state the facts. Make it short, make it brief. Say who you are. Introduce yourself and ask for a call back. You say your number, and I want you to do it twice. So this is how a good voice mail message would generally go. You're gonna say, Hey there, this is not her. And I checked out your website. I noticed that you have some two star of using Google, and we have a marketing agency that fixes those reviews so I'd like to help you out if you can give me a call at 705555 8555 That 7058558555 And love to help you out. Anyway, Take care. Thanks so much. You notice at the end, I said take care. Thanks so much. That's gratitude. And that's something that's super important to express over any voicemail message. Because if you sound like you have gratitude, you have gratitude for their time. And you're not just simply selling something. They're gonna think that your showcasing your gratitude because you generally me in it. Especially if you sound like you General made me in it. Therefore, they're gonna be more likely the purchase your services or call you back. You're more likely to warm them up because they trust that Drew. Looking out for them subconsciously, if you do it correctly so give that a shot. Clearly state the facts have that professional personal introduction and then you want to express that gratitude. I can't wait to keep moving forward and help you become a master of the telephone. See us. It 15. Warm Them Up Fast: One important part of any phone conversation is toe warm up, the person on the other end of the line. This is a cold calling technique that is super important. I've seen tons of them. I've practiced tons of other people's advice, and I've created my own. And what I recommend doing is instead of employing a strategy like I've heard this one, you call somebody and you say, Hey, is now a bad time and you'll notice some people. It's sad that a lot of people say No, no, no, it's not a bad time because they're caught off guard by asking is now a bad time. I actually find it gives them a reason Is now a bad time. They actually think about it when I call them. I don't ask them if now is a good time. If that was a bad time, Hey, do you have a second? I jumped right into it like we're friends, and I know this is kind of weird, and you have to be able to do it. That's gonna catch him off guard. That's gonna catch him off guard like, Hey, Albert, they're gonna be like what? How how who is this? That's usually the reaction I find out their name. I find out the background. I do my research so that I can warm them up and do your research. Could have been its own section, but I want to talk about human. You should be doing that anyway, Before you call someone, find out their name, their last name. Whether from their position of the company, why are calling them and when? You know you can't always do this with a cold call, but you're gonna close more if you can do this. I don't just call randomly because you're not leveraging your time. Fine. 5 10 15 Anyone business will tell you this. If you find qualified leads or warm lease, it's way more useful than five million sponte like mind fake leads You need really leads. You need to warm people up to do your research. The time is worth it when you call them adjusted by first name. Be like don't say Don't dress it by the title. Don't say hi, Albert General Sales Manager Don't do that, Coleman. Say Hey, Albert, how are you? I'm great. Who is this? This is not her. I noticed you're working really hard at at Chrysler, and it looks like your sales are doing pretty good. You had good sales last month. How do you know that? Contact in the marketing team. I'm just giving you some advice here. I mean, you can't do all of it, But look for news reports, look for anything you can and then move in because he wore the MOPP. You're addressing them by first name, and this is actually enticing compassion. You're making them compassionate and sympathetic for you are what you're doing again. They're less likely to hang up on you because now you know he's Albert. You know what? He does your sound happy and have addressed in like a friend. So he's gonna feel like a real bad person for hanging up on you. And now it's your time to pounce. Let's get on over the next section because this is getting pretty interesting. 16. Entice Compassion: now it's super important to entice compassion. And we've talked about this in the previous lecture, but enticing compassion he's never done on purpose. It happens when you again showcase strengthened warmth. But what do you actually listen to who the other person is? The more you know about that person and the more you suddenly slide in the facts, you know about that person instead of what makes you great, cause we had a section about how to suddenly slide in your greatness. It's that what you're gonna do is suddenly slide in things about that person. Hey, Albert. First name. You did great last month. Know of his accomplishments. Nazi and sales is great. I was speaking tour at length. All you weren't. It doesn't matter if you won't remember at length. She was telling me about your company and where it was lacking. You called somebody else within the company, learned about the culture, then called the General Sales Manager. You see? You know Nancy, you know his name. You know everything. You know a lot about the company you're gonna be able to entice get back because he's going to see us. At least an acquaintance now And you're gonna say, Hey, I want to help you on and how you want to move in. Strategize is up to you. I'm not going to give you down to the t about how to do that, because I do differently every time. I don't have a method because everybody works differently. And I also don't want to create copies of myself. I want you to be your own person. I want you toe actually learn how to cultivate that convincing this and that drive in that relentlessness yourself. So go ahead and do that. Entice compassion by getting to know the person at the other end of the line doing your research beforehand and being very perceptive and listening to what they say. Good luck.