The Phone Tools & Tips Used by the Top Income Earners

Everyone uses the phone, but few use it effectively or even think it's important to learn. The first few seconds of any phone call are crucial. The moment you say "Hello," the listener on the other end of the phone forms a subconscious opinion.

When you talk with your prospect face-to-face, he base's his opinion about you on such factors as facial expression, body language, hand motions and voice. On the phone, he can only rely on his ears. It stands to reason that he will be concentrating on what you are saying and how you say it. That's why it's vital that you know how to get the best picture of you and your offer across over the phone. It's called "theatre of the mind."

There are two essential tools to help you improve your phone skills and increase your success.

• A small mirror that you can place on your desk, so you can see what you look like when speaking on the phone.
  
  Smile when you speak. Believe it or not, it makes a difference. People can detect strain, or anger, or even boredom at the other end of the line. When you frown, your voice sounds strained and flat. When you smile, you sound pleasant. Use your mirror....what do you see? Are you confident? Are you slouching?

• A telephone recording device. There a several different types on the market. You can get a USB digital device or you can get the audio tape recorder that will require a splitter. The cost is anywhere from $35 USD to $100 USD. This will be a very wise investment in yourself. (Become aware of any local laws regarding telephone recording.)

Record everything that relates to business! It can be saved or erased; it's a choice you will make after the call is over. If you don't record something, because you didn't think you will need it later, that will be when a golden nugget is shared and you'll wish you could go back and hear it again.

When you record trainings, you're going to want to listen to them over and over. It really does take 8-10+ times of listening to a training for it to sink in and become part of your own subconscious, so that your subconscious will remember to use it. If you are using a digital recorder, transfer the trainings to an mp3 player that you can take with you while in the car, while at the gym, on a walk or anywhere you can listen.

Your time is valuable, so make the best of it by listening to self improvement trainings, either your own recordings or someone else's. You can do the same with audio tapes if you have a portable player.

When you record your own presentations, listen to them to critique yourself. Try not to be too critical. Listen to yourself objectively. Were you engaging, were you speaking that the appropriate speed, did you have confidence? Were you actually saying what you wanted your prospect to take away from the call? Did you ask the appropriate questions? Were you listening to your prospects concerns and guiding him down the appropriate path? Who was in charge of the conversation?

Here are some phone skills tips:

• Be relaxed and prepared each time you pick up the phone. Before you place or answer a call, pause for a moment. Calm yourself. Take a deep breath and clear your throat if necessary. The whole thing will take about 5 seconds, but it will go a long way toward improving the first impression that you create.
• Avoid unnecessary noises. Remember, all your prospect has to go by is what he hears. If you chew gum, puff on a cigarette, suck on a piece of candy, sip a drink or even clear your throat, you're distracting your prospect from your message. Any extraneous noise is exaggerated over the phone. If at all possible use a phone with a mute button, so you can instantly block out any extraneous noises.
• Try to mirror your prospect. If you've never heard the term before, when you "mirror" someone, you attempt to act the same way and use the mannerisms that they are using. This can be done on the phone as well. If you notice that your prospect speaks slowly, try to do the same. Your conversation will be pleasing for both of you.

Your prospects impression of you that they get over the phone should be a pleasant experience. If they are comfortable with your attitude, they will want to hear what you have to say.