Presenting on the phone is a disadvantage because you cannot read body language. According to Ray Birdwhistell, noted anthropologist, 60% to 90% of every conversation is interpreted through body language. Over the phone, you are missing this critical information.
So in order to be better at presenting and closing over the phone, there are a couple of things you need to do. First of all, stand when you are presenting. If you remain seated, you will have a tendency to slouch, especially if the conversation gets tough. Once you start slouching your voice box and diaphragm will contract and your voice will sound defeated or desperate.
In order to close over the phone, you need to be able to listen and discover which type of communication style you are talking to so you can better understand what will make that person want to buy.
Really listen to yourself when you are on the phone and find out if you are actually closing. “So what do you think?” and “How do you feel about that?” are not closes. They are merely dangling lines. They make it very easy for the customer to put you at bay and not make any decision.
A far better close is, “On a scale of one to ten, where are you with…” All four communication styles will give you an exact number. Once you have been given a number, you can say, “So what would it take to get from a six to a ten?” You will find that they will give you precise information about what is missing or what they need in order for it to move from a six to a ten. This way you will find out if they misunderstood anything you discussed, if there is competition, or if they are just kicking tires.
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