Phone Sales for Beginners: Learn How to Sell on the Phone | Nader Nadernejad | Skillshare

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Phone Sales for Beginners: Learn How to Sell on the Phone

teacher avatar Nader Nadernejad, Multimedia Producer and Marketing Expert

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

15 Lessons (42m)
    • 1. Phone Sales Trailer

      2:07
    • 2. What's in the Course?

      2:35
    • 3. Enunciation

      3:18
    • 4. Inflection

      3:27
    • 5. Mirroring

      3:10
    • 6. Positivity

      2:06
    • 7. Sincerity

      4:35
    • 8. Answering the Phone

      0:58
    • 9. Creating a Voicemail

      2:33
    • 10. Leaving a Voicemail

      3:19
    • 11. Pen and Paper

      2:26
    • 12. Follow Up Call

      5:18
    • 13. The Yes Ladder Re-worked

      3:04
    • 14. Overprice Before Discounting

      2:30
    • 15. Congratulations and Next Steps!

      0:55
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About This Class

Trying to sell a high-ticket product or service using the phone? You need THIS telephone sales training course! 

This is the course for people who want to sell things on the phone.

Since I was 15-years-old, I was interviewing people on the phone for a radio show and selling products on the phone.

Then I went to journalism school and launched my own business and that's when I built my phone skills.

I went from selling small marketing packages on the phone to making high ticket sales.

Did I mention I also interviewed the first Canadian to walk in space? - That's right - on the phone! 

I've sold high-ticket services to people who have never seen my face, which left me in an ideal position to grow my business.

Soon I'll be travelling the world and making content abroad as I grow my business and I credit one thing for that - my phone sales skills.

Whoever tells you the phone is irrelevant in the digital age is wrong.

The phone is a powerful tool that most people don't know (and aren't taught) how to use.

I'll help you master the phone and gain a competitive edge over everyone in your industry.

Here's some skills you'll pick up: 

  • How to sell anything over the phone

  • How to get someone you've never spoken with to trust you in seconds

  • How to speak in a way that makes you both likeable and trustable

  • How to craft intelligent responses over the phone

  • How to position yourself as a high-valuable person - an expert in your industry

  • How to leave a voicemail message that makes people want to call you back

  • How to create a voicemail that makes people want to leave a message

If you want to learn how to sell anything on the phone, this is the course for you! 

Meet Your Teacher

Teacher Profile Image

Nader Nadernejad

Multimedia Producer and Marketing Expert

Teacher

Related Skills

Business Sales Phone

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Transcripts

1. Phone Sales Trailer: If you want to learn how to sell anything on the phone, you have come to the right place. My name's not are not on a jet, and in this course you're gonna learn things even the experts can't teach you. Let's talk about the phone because I feel like there is a lot of controversy around it because most people don't know how to use it. They say it's becoming out dated, but honestly, that's not true. I know everyone's using the Internet now. Email is easier and sales funnels air. Great, because you can automate the process and you don't really have to speak with people. But it's not about the phone. It's about you, because if you can master the power of the phone, you're mastering the art of people. Your voice, in fact, has the power to persuade people it can drive people to action. It makes people feel emotion, and it can make people who have never seen your face before. Get this trust you complete strangers from the other side of the world. The goal is to take people who aren't on the phone right now who are using email and put them on the phone even better if they're out of their comfort zone. But don't take my word for it because I want to tell you a story. The scientists at U of Wisconsin had two groups take a stressful exam. Now the first group checked in with friends of your text messages like we all do. We just pick up the phone and text away and the second group talk to them on the phone. Then I took a blood sample and I bet you can already guess the results. The group who spoke on the phone showed a far lower level of stress hormone and higher levels of the fuel. Good oxytocin hormone. So what does that mean? It means the voice is literally a medicine, and we know people buy medicine, so you can use that to sell things. And I'm gonna make you so confident the phone that the only thing you need to worry about is what you want. The person Listen to this. What you want the person on the other end of the line to do. If you have the intention, I'll help you accomplish it. Because with these lessons, you can make people do anything. Selling is gonna be the easiest part. My name's not on, not on a jet. And if you want to sell anything on the phone, this is a training course for you. What are you waiting for? Pick up the phone and let's get dialing. 2. What's in the Course? : Let's get deep into what? You're gonna learn this course. So as they mention the previous lecture, we're going to go over the risk or acquired skills were going to go over exactly what you need to know before you jump on the telephone to make high ticket sales or to sell products . We're gonna talk about answering the phone, creating a voicemail using pen and paper, but not as a tool to do you know, specific calculations on. We're gonna talk about how to use it, calm yourself down you and use pen and paper is a bit of a therapy to ground yourself as you're on the phone, because that's what I use it for. Learn how to detect emotions, learn how to get feedback without having to even ask for it. But by just listening to the sound of someone's voice, we're gonna talk about traditional telephone sales, so I'm gonna move away from the human, the social intelligence training that we're gonna take in this phone phone call courts because social intelligence is something you need to learn over the phone. It's different in social intelligence and person, for example, social intelligence and person. You could read my body language. You can see my eye contact. You can tell which way my my toes are pointing. Whether I'm paying attention to you or one of paying attention to on the phone, it's all different, its tone of voice. It's inflection, its response. It's different. So we're gonna go over all those things and that you get traditional sales training has really liked the script during the cold call during the follow up call. If you're a car dealer, you may have a sales manager that comes around, says, Hey, have you done your follow up call? We're gonna talk about how to do the follow up call and let me drop a nugget here. You never call and say I'm just following up because that's cliche. You want to avoid cliches and sales calls. Then the appointment call how to set a concrete appointment, even if that's not an appointment with you. But it's an appointment with somebody else. We're gonna talk about that starting conversations. How do we start conversations with a bang and we're gonna get to the specific portion this course that goes over just psychological tricks that you can pulling tricks. You can pull doesn't sound very good, But really, they're tricks. The psychological tricks that get people to do what do what you want on the phone and we're gonna go over that as well. On day towards the end of the course, we're going to go over the difference between selling products and services on the phone, high ticket products and also the last section of the course I have nicknamed it Sales got training, so sales got ready just to make it fun, we're gonna talk about how to empower the customer, but also how to push them to make an emotional decision. What you do after the call is not up to me. I'm just gonna help you get the sale. I hope you deliver on your promises. I hope you do well for the people out there because I'm gonna teach you some powerful lessons that are really going to change the way you sell 3. Enunciation : welcome to the required telephone skills portion of this course. This one is not gonna be drunk, I promise you. But we have to go over the basics before you pick up the phone so that you sound professional. Before you say the professional things. This is simple. You need to sell professional before you say the professional things before you pull the psychological tricks. Because if you felt like this, you're not gonna be able to pull any psychological tricks. So this is all about Annunciation. Let's jump over on my computer and let me show you exactly what I'm talking about. Phone skill number one Annunciation. What is enunciation? Annunciation is the act of pronouncing words. If you make your enunciation clear, people will trust you. If you want somebody to pay you a lot of money, you need to position yourself as educated an authority and somebody who can reach in and save them from their circumstances. Everybody has a pain point. And if you sound like you know what you're talking about, people will treat you as such. Before I teach you about enunciation. I want you to tell me who you be more likely to buy from person number one when you buy a product for must, not only will you be able to ask your team for advice 24 7 but you'll also be able to get a public figure endorsement like the Instagram testimonial. And also, you'll get to find out why we're trying his best marketing agency. We really want to show you, and you can check out more of our services on our website or person number two. Not only will you be able to ask her team for advice 24 7 but you'll also get public figure endorsements for your brand. So those Air Instagram testimonials. The reason for that bonus is because I want to show you why we're Toronto's best marketing agency, and I want you to check out more of our services. So person number one said pretty much the same thing, but they didn't enunciate as much. Shore Person Number two had a bit more inflection, but the biggest problem with person number one is that they weren't enunciating. Annunciated ing allows you to slow down your speech, change your pitch and your tone of voice, too, to go deep to actually change inflection because you are slowing down and saying words with diction. When you do that, you come across as more authoritative but also more educated. And even if you're not educated, you can have no high school diploma. You might not have even gone to elementary school. But if you can learn toe announcer gate, you could make so much money off people believing you're in a position of authority and power. Not only is this a simple tip that will help you, but denunciation will have people instantly respect you. Exercise. If you want to practice how to enunciate, take two sentences out of a book magazine cereal box. I don't care what it is, but only two sentences, not a paragraph, because I want you to record this, and I want you to be able to contrast it. If it's a paragraph, you're gonna get lost. Forget what you're enunciating. I want you to keep it simple so you can whole focus. Use the phone, record yourself and then see what it sounds like before enunciating and with deliberately and not see it 4. Inflection: So we talked about Annunciation. Why it's important to actually articulate your words and enunciate them so people can understand what you're saying and understand the authority behind your voice. But another thing that's really important is inflection. Now, inflection is the tone of your voice so it can go up or it can go down. You can do two different things, and you can also have, you know, just flat inflection. You're gonna have infraction. It goes up and then comes down. If you want someone to feel optimistic, you might say optimistic. If you want someone toe really understand, you might slow down and go really understand. There are different ways to actually generate this effect, so I'm going to give you some basic examples of when you should use upwards and downwards inflections. But before I do, you need to understand that this is not a deliberate thing. You don't want to pick up the phone and go we with your voice because that's ridiculous. You want to sound like somebody who is genuine and sincere, so I'm going to speak in two different ways, and I want you to tell me which ones more sincere so I speaking over the phone A couple phone for this demonstration. I am really excited to work with you, Scott. Robotic and it just goes downwards. But if I talked like this, I really can't wait to work with. You have no idea how long I've been waiting for this. And you know what? We're gonna make some positive change. You have no idea. You have no idea. It's just like it's like a suggestion that Z just like it rolls off the tongue. Nice. Okay, you have no idea. I'm I'm excited. I'm optimistic. So there's that upwards inflection, but we're gonna get some positive results. And the end, it comes down because we're going to get some positive results. I was like, We're going to get some positive results. It sounds unsure, but if I'm like you know what? You have no idea. We're going to get some positive results. It's them. I've kept you. What? I'm excited. And then, bam, I hit you. But the fact that going to make a change and that's gonna come naturally do not write these down. Do not write down reflections. You not script inflections. Just keep them in mind. Listen to your own voice when you're speaking and ask yourself if you are on the other side of the line, How would that sound? What emotions would elicit. Now, if you're a natural, you don't actually have to label the emotions that it's going to elicit. But this might help stated intention. Why are using an upwards inflection while using a downwards inflation? How do you talk to be able to make them feel comfortable? Okay, if I'm speaking with someone new, I might just talk like this. I want to get really close. I want them to know we're trying to create a connection here, so I'm going to slow down. I'm gonna not really deep in my voice, but I'm gonna compress it a little bit. We're gonna talk. We're going to make some eye contact, and then I can get to know them. But if if I'm all over the place Hey, great to meet you. Yet My name is not a suck. I'm in a rush. But if I really try to deep in a connection here getting close, people start to listen more carefully. So you're using inflection. You're actually playing with us to manipulate the way that they perceive you, but also the emotions that you're making them feel. Want them to feel comfortable, compress your voice again. You want them to feel dismissed, just talking. Look around, make your energy go everywhere. It's a simple is that use inflection to generate the emotions you want, even if you can't label them immediately. And if you can label them perfect, what emotions you want them to feel. 5. Mirroring: this lesson is mirroring. And you may have heard about mirroring before in social psychology or if he ever looked up how to make people like you And in a business situation mirror is really helpful. You know, someone turns their head this way and leans in. Maybe you could lean into, you know, But you got to make it national. You don't wanna go like this and mirror them in the exact same moment because that's weird . Okay, All of these rules and I'm giving you are subtleties, and you're supposed to build them over time. Don't try to force them all at once. So you're gonna again look strange. Once you realize that you're doing them, they're gonna come across suddenly, and then you're gonna do without even thinking. So this is the rule. If somebody comes at you on the phone and says, Hey, how's it going? You're gonna meet them with the same energy. It's going great. How are you if they come at you? Hey, how's it going? I've heard from you in a long time. You're gonna go? It's going great. What have you been up to? That someone goes. Hey, how's it going it's going really well, thanks. How about you? Like you're still using that inflection. You're not gonna go. It's going really well. Thanks. You're not mirroring Exactly. You're just matching the energy level. So again, when you're speaking with somebody on the phone and want you to match their energy level and then put a positive spin on that energy level, this is like, this is getting really deep because I'm teaching you social intelligence. People don't teach you social intelligence and sales when I say I close nine out of 10 or eight out of 10 or higher. That's because of social intelligence, not my sales training. In fact, when it comes to sales, training are other than being Google sales certified and understanding journalism. I'm really not sales train. It's just the social intelligence. So again to simplify mirroring for you. So it doesn't become complicated. Match their energy and an ad that spin of positivity and the inflection that I taught you. And I don't want you to think about it, Okay. Mirroring plus inflection. No, it is not a math equation. Even if you're a technical thinker, I'm teaching how to be socially intelligent on the phone. So you have to do this in a way that it comes naturally. Here's a tip. Practice it with me. I'm going to use the energy level. And then I want you to come back and meet me with it on the camera. Okay? There are unique. Let's do it. How's it going? I just wanted to call and see how you're doing. Now you go. You could have said I'm doing great. I wanted to see how you're doing. Too simple. Is that or I'm doing great. I wanted to see how you're doing too. You can use any form of inflection, you know. But the way I think about it, in the way I could control it so much is because I worked in radio on. When you work in radio, you can actually hear your voice in the headphones so I would speak and I want to hit the exact tone and pitch that it wanted to every time I said something. So here's a tip for mirroring ad for reflection, which was the previous lesson. Sit down with a pair of headphones. OK, maybe you could do this in your phone or use a phone recording app or even record your voice. If you can hear your voice in real time playing back to you, you can really, really change the way that that you use those upwards inflections and the way that you mirror people. So again, just try to match the person's energy. 6. Positivity: the next rule is positivity. I told you about positivity. I mentioned it briefly in the mirroring lesson. Positivity is important. When I said match someone energy level will put a positive spin on it. You want them to feel optimistic. But the reason why you're matching their energy level is so that appears legitimate. That makes no sense. So let me explain it. If somebody comes across as, hey, how's it going there? Clearly not having the best day or they're not feeling very motivated. If you started up here with its going great, they're gonna think you're not being legitimate. They're gonna think this guy's fake as hell. But if you start where they're at and just put it up a little notch, you know, like, how is it going? It's going great. How are you? You know, that's kind of the same level, but I'm pulling up a nosh like, you know, that's going okay. That's always the sound. You get back like, what's gonna be great day now? Because I have something to tell you. They're gonna perk up a little bit of what you have to tell me. You actually brought them from here to here in a matter of a six or seven seconds. OK, that's a skill that people say can't be taught. But it can be taught because I just taught you how to do it. So again, you want to start whether you want to match their energy and you want to use positivity to bring them up. Why? Because they're gonna feel something either Excitement, happiness. They're gonna feel, ah, high emotion when they feel positive emotion. It's scientifically proven that brain is going to function better. When you're thinking negative emotions, it's scientifically proven. Your brain doesn't function as well, especially when you're under an instance of stress. You're selling a valuable product. I believe in you. And if you believe it, you're gonna be selling that product over the phone. But if you could put them in a positive state of mind Onley they're making better decisions . But while they're making better decisions, they're also going to be making a positive emotional decision. They're gonna get emotional about your brand, and that's what we want to happen. Do use that positive spin taking them up, treat it like a ladder, put a positive spin on everything you say but match their energy 7. Sincerity: I'm gonna teach you one of the most powerful things in this entire course. And it's how to appear sincere over the phone. And it's gonna be two things. Okay, two things. First of all, you're gonna put your mouth closer to the speaker. It sounds weird, but the closer yard of the speaker, without blasting at the more resonance your voice is gonna have when you're far away and out here, you begin to echo. You sound like there's no there's no real presence when you're here. You're right in the person's ear. Now you want to deepen your voice a little bit, but not too much. When I say deep in it you're not actually clenching your vocal cords. You're not doing that. Sounds stupid. You're just gonna put it towards your year, going to bring your mouth in close and you're gonna use that Chris part of your voice that actually generate a presence in that person's here. It's going to come across as more trustworthy. I can't explain it, but I've tested it and it works simple. We're trick that you can apply today second thing for sincerity, predict what they're going to say, and then say it. You're actually going Teoh, predict the stream of their struggle. So prop the thought process of a struggle. You're gonna ask, what is the struggle? They're going to give you something vague. So you could say, What's the struggle they're going to say this quarter? Our sales have been terrible. They're 42% less than they should be, and and then you're going to respond like this. You are not going to propose a solution to that problem. You're not going to say, well, our sales software, they know you're gonna do that. Okay, They know you're on the phone to sell them something they know for a fact. You might be a possible solution of the problem. You don't want to boast. This is what people who haven't trained their social intelligence don't understand. Nobody cares about the analytics. You want to drive them to make an emotional decision. And if you're over there on the phone and you're going to say, Well, our sales software's help our clients self three times more, they can just go on the website to do that. This is what you're gonna do instead, to appear sincere cause sincere people care about problems. They don't try to sell people packages to make money. So I'm gonna teach you how to appear sincere. What you're gonna do is, instead of proposing a solution, you're going to again predict the stream of their struggle. Okay, The thoughts dream of their struggle. So sales are 42% lower this quarter. What will be the next thought? When someone thinks of a struggle, they think about the next struggle it leads to Oh, no, my dog messed up the carpet. This carpet is gonna be stained. I have to pay money to clean that carpet. So you see how it just becomes a bigs like stream of struggles? If you can actually predict the stream of the struggle and say it before they do, you're gonna appear like you're on the same wavelength. So sales are down 42% this quarter. That sucks. It must be really hard. Teoh retain clients and paying your employees. If you know that, that's one of the struggles that's gonna be the next thought. You're gonna say, And as it is, it's hard enough to retain employees and to keep clients on retainer is you can't even hit your quota. It must be so hard. See that? I just predicted the next thing I didn't say. Well, what problems is that? Cause And I didn't say, Well, our product could do this. I actually predicted the next thing. Now, you're not gonna instant click with him after saying that, but they're going to actually lead up that thought. They're going to say, Yeah, it's difficult. Or they might even say, Well, no, actually, the client retention is covered, but the really difficult part is, yeah, paying our employees or they might say, No, that's all wrong. But it will take you onto another, another little bubble that you can draw out and then expand their problem for them. You're actually gonna make their problems worse before you bring it in and actually help them. And by being pessimistic with them for 5 to 10 seconds for a minute or two minutes, but empathetically pessimistic like, Oh, that that must be so hard, because now you're gonna have to pay for the clap it. You see, I'm using empathy but also expanding the pessimism that they originated with once they feel like you understand that you're on the same wavelength. They like your sincere because you understand their struggle, and it almost feels like without you having to say it. It almost feels like you experienced it, too, because how could you predict their thoughts unless you experienced it? So help those understandable enough. Just try to predict the problem, and then when you feel like you finally clicked, then you move in and make your cell, and that's how you do it. That's how you craft sincerity. 8. Answering the Phone : Hi. Not are speaking. This is gonna be a short one when he had to the phone. The answer with your name or your company name. The reason for this is it sounds more professional. The worst thing you can do is call a company or call an individual and then just go. Hello. That tells me one of two things. Either this person isn't trained how to use the phone or they're going hello because they were using their business phone and the personal phone together. So when you call a business, you always say the business name automatically. But when you have a personal phone, it might just go high and do it with a friend. So I actually say hi now are speaking with everybody might sound a little bit cheesy, but it's more welcoming. It's also a lot more welcoming when someone's goes high. It doesn't sound welcoming you go. Hey, not our speaking. It's It has that openness of Hi, this is who you've reached. So I understand that I'm here to take calls. You know what I mean? So it makes people more open and it actually gets them to that stage sooner than if you had it said your name. That's my tip. Always say your name 9. Creating a Voicemail: creating a voicemail. This is one of my favorite things. Creating a voicemail, a support because you want people to leave a message. But you also want to sound professional in your voicemail. There's nothing worse than leaving a voicemail message like high. Leave a message like you want a little bit more than that. So you want Hello. You want who they have reached you want maybe the time that you're going to return their call. So when are you going to get back to them on any other relevant info that you think's necessary, But you don't make it too long. So my voicemail messages. Hi, you've reached the voicemail of Not or Not in a Jet. If you're looking for media or production services, you can email media at not on a jet dot com. So there you go. I've set up who I am. I set up who they've reached. I've set up if you need urgent. You know, if you need an email also, you need to get hold of us right now, said a message toe media and not in the jet dot com. Otherwise, leave me a message and I will get back to you within the next hour, and I get a notification. I always get back people within the next hour if I know who they are or if it's relevant because I do get some people have no clue they are calling me. So that's as simple as it is. You're going to set up who you are. Hi, you've reached and then your name. And then please leave a message and I will get back to you and when, and also give them where they can reach out if they need urgent assistance or something else that they conduce. So that's how you you create your own voicemail message. I want to give you some extra tips. One really good thing. This might be a little bit extra, but if you work in an office, this makes makes it appear that Europe today that you listen to your voice mail every day you can say hi, this is not or not in the Dad and the date Today is June 15th. Right now I am out of the office. But if you need to get a hold of me, you can reach me here, or please leave a message and I will get back to you within the next few hours or within the next day or within the next two days. But if you can actually come in every morning and that simple has hit your voice, milk is one button. According to you on high. Today's date is July 7th. You've reached the voicemail off La Blah. That's really going to help you a lot. Always start with your name, though. So your name, the date and then roll right into the extra content that we've provided. And I'm going to attach additional resources not necessarily to this lecture, but throughout the course. Eso is not just gonna be my face talking here. Ideally, I'm gonna take you one on my computer and I'm going to show you mawr of what you can learn while using the telephone 10. Leaving a Voicemail: we talked about creating a voicemail. So you probably need this one was coming. How do you leave a voicemail message? How do you make it sound professional for a lot of people? When the beep goes off, they feel scared over. Well, like, what am I gonna do? Well, the biggest thing we're leaving a voicemail is just just slow the pace down a little bit. Don't roll right into it like, Oh, God. What I'm gonna say this is helpful. We're gonna go over into the next lesson on how to do it effectively, But grab a pen and paper or notebook and simply write down the things you want to say. So just right down, you don't skip the whole thing, But write your name, write your number. I'm talking. Write your whole name. It's a simple Is that right? The name right. The number, right. The message content. And then call. So I will call on little safe. That's a up calling. Richard. Richard is someone I'm looking for legal services from. I'm gonna call it gonna say, Hey, Richard, this is not er just found your services online. I'm really interested in the legal services that you provide specifically helping me patent my new technology. Anyway, my number is 705559 22 on three. That's 7055592 to 13 on. I'm gonna be in the office for the next couple hours. Otherwise, just leave me a message on Get back to you soon again. This is not a not in a jet. Take care. So I started with my name. I started well, where I found the guy. Because he may be like, Whoa, this guy find me Even for businesses, you'd be surprised people get the more that you could be transparent and show them how you reach them. They're more comfortable. They're gonna be. So Hey, this is not or not in a jet. I found you here. I'm interested in this, and I am available within these times. Please call me back. Here is my number. I said the number again in case he missed it. And then I said again, this is not or not in a jet because my name's funny sounding. You should always say it twice, even if your name is Bob White. But my name's not on, not on a jacket that sounds like an old lady tripping down a flight of stairs. So I'm going to say it slowly so they can actually here and pick up what I'm saying that practice it. It's almost like a song. You say, Get it again like your national anthem. Hey, this is not a calling. I found you online and you sell really cool currents, so I just wanted to pick up some. Let me know when you're free. My number is 7055592 to 13 That's seven or five and 2 to 13 again, This is not an honor jet. It's like it's the same thing every single time, and you recognize I use a, but I do it decisively. You'll see broadcasters do this, too. Why is that a style? Because if you do it correctly, you can allow you to think. And my people tell you, public speaking, I never use ums and ahhs. It lowers your level of charisma and authority and not the case of phone calls. You want to come across like a human being. It's okay to use arms and Oz as long as you're not going the middle of a conversation, your fight. So I will do that because my mental I know my mental processing speed. It's not really fast, like it's not fast, so I use some reflection and use on still sound. I still come across authority on the phone, so it's okay to do that. But we'll get more into that later on. For this lesson. Just remember how to leave a voicemail. 11. Pen and Paper : This is a pen. That's my eras. Well, this is a blank piece of paper. Actually, it's lots of paper. Now, you may be thinking that I'm gonna ask you to write something extremely sophisticated on the piece of paper that's going to teach you how to develop your phone charisma to become like a God. That's not what I'm gonna do. I'm actually just going to tell you to scribble mindlessly on this piece of paper. I'm serious. The best thing you could do when you're actress over the phone and I get a bit of phone anxiety to, you know, because I don't know what I'm gonna expect all the time at the other end of the line, Pick up a pen and pick up a piece of paper right down the basic information. Write down your name. I don't number. Write down things like in a little box that you can use and go back to on. Then, as you're talking, you'll find that you'll remove that nervous energy by scribbling or by writing. Even when I spell out my name, I'll say n a d e e r And then I'll make a space ago n a D e r and e J A d and I'll write out my own name. As I'm saying, what this does is two things. A I'm not gonna miss a letter because I thought about the pizza I'm gonna have for lunch. I'm actually writing down. The second thing is, it teaches me to slow down. I'm not going to go in a d r n e j 80 because I have a pen. So I'm gonna go and a D e r. Because I know how long it takes to write that letter because I'm writing myself. So when the person of the other end of the line is writing it down, I can almost match their speed. I mean, there's not gonna be a big time difference between how long it takes one individual on the other individual to write the letter. And so if I do it, it's gonna time with that person perfectly. So have that pen. It's gonna help you. But also they say something ridiculous if they drop a golden nugget. A golden nugget is like a new important piece of information or big quote or something you want to use. You have that pen ready is a tool, and you'll notice you often feel like you have that extra energy on the phone. That's why you want to fill the silence you want. If you have a pen, it helps if you don't have a pen and may help toe walk and pace around the room. This is me. Some of you may be very low energy. I walking pace around the room, not nervous and frantically. But as I'm running with nine DEA, I like to move. It helps me, so if that helps you use the pen and paper. If not, move around the room. 12. Follow Up Call: This is something that's been argued by sales people all around the world. I've tested it so much. I've made people really angry at me over the phone and made them very happy. I have done so many different things, but it's the follow up call. How do you follow up with somebody who hasn't pulled the trigger yet and has moved through to become a customer or client? And actually someone you haven't sold yet Who's making a decision is sitting on the fence. So there are some people. They're two different schools of thought on this. Some people are very aggressive. They'll call back. Hey, why don't you pull the trigger, man? Why don't I have to do to get to pull the trigger? What? How can I help you? How can I help you? Let me let me make you pull the trigger. What do I need to do so that today you can make a decision there? People like that. Some people hate that. It does not always work. Okay, Those people with a lot of bravado, they're selling high ticket anyway. And they don't sell half of those people. Okay, but they still meet their quota by doing that, Okay? Those other people who are very take your time, You know what I mean? That could work very well, right? Take all the time. You need Deccan also make it seem like Hey, I'm high value. I don't need yourself. There is. Okay, there's people Know what you're doing when you're calling it pushing them. It's like you really need their money. Like I had somebody like they were trying to sell me in a $400 package, I think, and how much they pushed me for $400 package. I was like like, this is probably is in a very big company. They probably don't know what they're doing on. That's kind of that's probably not the nicest of me, but that's really what I thought. So this is what I like to do. You can you can take it with a pinch of salt. But I really think this is what works. This is why I closed 90% of the time and higher. I always like to be that guy that says, Take all the time you need. We're in no rush here, but then I'm calling you back in five seconds. That's what I do. I'm gonna say Take all the time you need. There's no Russia. I want you to make an informed decision, and I wanna be totally transparent with you and show you exactly what we do. But I don't want you to be worried. Toe having the pay me. That's not what I want. I want this to just be like something that you're invested and committed in. But you know what's gonna generate your results. And if you're not there yet, take a time. It shows am high value be I'm not trying to jump and make that sale and see Take all the time you need. There's no pressure, right? So the person will drop their guard a little bit and they'll start contemplating. Generally there won't buy, and I know they won't come back and try to buy. They're gonna call me back in three minutes. May I want I want to pay $10,000 but I'm gonna call them back in, probably if not 24 hours, sooner at what I'm gonna do, because I'm gonna act like it found something surprising. I'm not gonna call back. Say, hey, why haven't you pulled the trigger? Like right after? I've just told them to take their time. I'm gonna call them back. And I mean, like, Hey, I just found something really exciting. You know, if we like, I work in reputation management, right? So I'll say I just audited the third link. Um, the negative link. And if I get a non article with a domain authority, just ignore the jargon for a second. If I get an article with a domain authority of 60 we can push down your negative news article in, like, a week in a week. I was just so excited. I just wanted to call and tell you that you just made you just made a promise. You're like, I'm so excited and you're gonna use that inflection that I've taught you, right? You're gonna use that emotion, because if I Okay, if if I were just being me, I would call him Black High. Yes, cool, But I'm calling and I'm gonna like So you know, when I found I just found that if we get an article with a domain authority of 60 and I'll explain what that means, right? We can push down that negative news article in a week in a week, and I just felt like I have the documents. You want me to send them over offsetting auditor, I'll send something. They're going like, wow! And what they also think is that in my spare time, I'm just like researching the client, and I'm trying to find ways to help him. And this is what I'm doing in my spare time, cause I just I love the client so much. What I'm actually doing is amusing. Almost reverse psychology There might take a time, and I call him back in 2024 hours. Okay, I think, Wow, Look at what I found. His person is more likely to buy from you. Now you're not selling. You're not a sales person at a company like this person's working in a zone individual. It's kind of weird. Like the people don't get that type of customer service as a sales person. Your primary thought in your mind should be customer service serving that person before they make the sale. Because I'm gonna tell you something funny if you serve that person before you make the sale, even after you make the cell. If you stop serving that person, they're not gonna realize for five months. If you serve them really well, that's not your goal, OK? It's not your goal toe. Like, sell someone and then forget about them. That is what terrible people do. I'm just telling you, if you serve them really well before you make that sale, you can stop serving them after you make that sale or serve them badly. And they're not going to realize till five months on when they realize after five months, they're gonna leave politely. Okay, New client retention is gonna be better if you movinto move into selling that way, cause first impressions matter. 13. The Yes Ladder Re-worked: okay, The yes ladder. This is a really cliche thing. Has just has to be in the course because I don't want you to learn it from someone else. It's not. It's actually not as as good of psychological strategies. People make it out to be because people use it very formulaic. Li like If you get people to say yes to a qualifying question, they might say yes to buying. That's kind of the idea with the Yes ladders. Feel calling like, Hey, is your name Bob Get my name's Bob like Haze that true? You want to make more sales. But of course I want to make more sales. You like, Hey, one, about $5000 package and Bob, of course, because psychologically you made him say yes to a lot of things. So he's probably going to say yes to the end result. Like not really. What you want to do is get them into a state of being agreeable, like that's the point of the yes ladder. You want to get somebody in the state of being agreeable. You want to see Yes, yes, yes, yes, there are agreeable state. Great, but a lot of people say yes when they're not agreeable. That's the freaking problem. Like people don't. Actually. How many times have you say yes when you're not agreeable? Just cause you want to avoid conflict or just because you you just it's easier people. Hey, you having a good day? But yes, doesn't mean I'm agreeable. I'm just saying an empty Yes. Here. What you want to do is get them into a state of agreeableness, and what you can do is is you strategies that I've taught you before. So have this in your mind get them into a state of being agreeable. And when you thought I taught you how to take one of their problems and then expand the problem for them like be the cynic for them say OK, you're not making enough sales. That must really suck because of this. Is it true that since you're making less sales, your I know you have less revenue now, like you know what I mean? Like just you could be obvious there, but and it sucks like drag emotions that they can agree with drag emotions into the conversation. Like now that you're making less sales, it must be really hard. You must be working harder. And that must be difficult. You know what I mean? Like, yeah, it's really difficult. And you need to be a dropping agreed. Like, I know that sucks. Like, last year, the same thing was happening to me, and I just It was so stressful on. Don't be cheesy. Don't be like, But I found the solution last year. That was our sales trading program. No, but you just want you want to be in that state of agreeableness with them. So they're like, and you want them to chime in to the point like and doesnt it suck when you don't make enough money that you can't make your mortgage payments. Do you want to get there with that? Ongoing? Yeah, man. Of course, that sounds Hey, when that happens, and then you guys are going to get into a state of being agreeable. If you can get them to actually agree, Toe, actually, yes. Then you're using the yes ladder correctly. If you're saying hi, are you between the ages of 57 60 and like, are you having a good day? Yeah. It's not using Lee s ladder effectively you're just taking one. You're not thinking of emotional, emotionally intelligent terms. You're thinking. I read something from a book and now I'm smart. Okay. That's not how it works. Get them to really, really agree. 14. Overprice Before Discounting : Here's a tip. If you want to sell things, some people will never discount their products That just the way they roll, especially a lot of consultants, makes sense. But if you are selling products, what you might want to do, especially if you're going with an ask price, is to say our products are product is like $25 million like just jumping with a massive amount. OK, you know, you don't discount too much, but the goal is to ask from or than you actually want so that when the price gets brought down, it gets brought down to the number you really want. The way to make this work effectively is to get the person to tell you a little bit about their struggle. So you're gonna say it always comes down to this, so I'll give you a month of marketing services for 25 grand a month. The person is going to say, Oh, my God, like I can't do that, Then you're gonna act like oh, no, like me, discounting my product is gonna be very hard. It's really gonna hurt my business is how you want to act like you're not gonna immediately discount, you know? Oh, no. Like, if I Oh, how do I break? Even what? Second, I'm going to see if I could discount this for you, but I don't think I can. I don't think I can break. But I don't think we'll actually make any any profit if if we discounted more than that because I have to pay publishers. We have two pair of marketing. T we let me see how I can help in my head. I know for a fact I could discount this and make a lot of money, but that's all I'm gonna come across, and then I'm going to say it really hurts me, But, like, for you, like, this is what I'm gonna do, like and I worked really hard on this. So not like the person is, like last life feel more bad about backing down because you just want all this away for them, and then you're going to discount it, and then you're going to hit them with that number, and you're gonna drop little nuggets, drop little golden nuggets where you say I bought. But I understand. Like I know you didn't meet your sales quota last month or like you're gonna drop those in and then you're going to see I identify with that as well. So I really want to help you. So you're gonna actually going to use their pain points. You're gonna drag it in, quit your own pain points and then you're gonna massively discount. But you're gonna use these two things your pain, their pain points and your pain points. And then you're going to use that to drive discount instead of just say OK instead of 25. I'm gonna do 15 like you don't want to do that because it was just like, Come on, do we know you're just doing the discount e thing or you're just desperate for the client. But now it's like you're desperate for that relationship, and that's what's gonna help you make that sale. That's my tip on making discounts 15. Congratulations and Next Steps! : Congratulations on taking the phone sales course I'm so pumped to have taught you. I've given you all of my best tips with phone sales, and I hope that this course is empowered to you. Hope it's helped you. This isn't invite. If you have taken this course, you are a lifetime member. You have full access to this course. Send me a message. If there's something that you would like me to add to the course, if there changes you want me to make or if there's anything I missed, I'm gonna be on adding more quizzes. More lessons, just more parts of this course, so you can go back. You can brush up on your skills again. There's a Q and A section. You have lifetime access to this course. Thank you again for trusting me to build your phone skills for trusting me is your teacher . I would really appreciate it if this course helped you please go ahead and leave me a five star honest review and let me know what you think and how I can improve. I really appreciate it again, and I wish you all the best selling on the phone