One question all new sales reps ask themselves at some point is….”how can I sound more natural on the phone?”
While it’s a difficult answer, it’s always a good question to ask!
Regardless of whether you’re an SDR, BDR, ADR – sounding more natural on the phone always helps. It’ll help you build rapport more quickly and have far deeper conversations.
While it’s not an easy task, there are a few things you can do to help speed up the process of sounding more conversational on the phone.
While “smile and dial” is now associated with cranking out volume to increase your output, it still holds a lot of truth.
The simple act of smiling as your talking will automatically change the inflection in your voice.
You’ll sound more energetic, cheerful and like someone your prospect wouldn’t mind having a conversation with.
So, three step process. Next time a prospect picks up the phone, try the following:
- Smile 🙂
- Start the conversation
2. Role Play
Another thing you can do to start sounding more natural on the phone is roleplay, roleplay, roleplay.
I can’t stress this enough. Not enough SDRs and BDRs regularly roleplay. Doesn’t matter who it’s with – other SDRs, AE’s, even go grab a developer for 30 minutes – it truly doesn’t matter.
What does matter is that roleplaying helps expose you to different situations which will build confidence when you’re actually on the phones dialing prospects.
3. Best Friend at the Bar
This one requires a little bit of imagination, but always helps ease nerves so you can sound more natural on the phones.
Next time a prospect picks up, imagine you’re just talking to one of your friends at the bar.
Many SDRs and BDRs get caught up sounding robotic or like they’re reading a script simply because they have this vision of what a sales person is “supposed” to sound like on the phones.
Well, the truth is that no prospect likes thinking they’re being pitched to. The more you sound like you’re reading a script, the more likely the prospect is gonna think there’s no value in this conversation for them.
The fix is finding your own style and sounding like yourself (read: a human being). The easiest way I’ve found to do that is just imagining your at a bar having a conversation over a beer.
4. Get in The Reps
Last but not least, get in the repetitions! Just like with anything else, practice makes perfect.
The longer you stay with it, approach each day as a new learning opportunity and continue to hone your craft – the more confidence you’ll build. And with more confidence comes sounding like having a call with a prospect is just second nature.
Great resources to read up on this is – Outliers: The Story of Success by Malcolm Gladwell.
Gladwell popularized the 10,000 hour rule, which claims it takes around 10,000 hours of deliberate practice to become world class in your field.
While it (hopefully) won’t take 10,000 hours to sound natural on the phones, it does help reinforce the concept that practice is the quickest path to achieving results.
What have you done to sound more conversational on the phone? Leave us a comment below and join the conversation.