Ring in more sales: Our 14 expert tips for mastering phone sales

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Sales teams often rely on emails and messaging apps to communicate with potential clients in today’s digital age.

However, phone sales are still a critical part of the sales process, and making a great first impression over the phone can be the difference between closing a deal or losing a potential customer. 

To help you master the art of phone sales, the team at SalesWorks has compiled a list of 14 expert tips that will help you make better sales calls! Let’s get started! 



  • Smile when you talk

Starting your call with a positive and enthusiastic tone can set the right mood for the conversation, and smiling while you talk – even if the other person can’t see you – can make a big difference in how you sound on the phone. These small adjustments help build rapport and make you more approachable to the customer.


  • Be prepared

Before you make your call, make sure you have all the information you need, including details about the person you’re speaking with and their company. This will help you tailor your conversation to their specific needs and interests.


  • Make it personable

Using the person’s name throughout the conversation is a simple but effective way to build rapport and make them feel valued. Take the time to ask about their interests and hobbies, and find common ground to establish a connection with the customer. Building rapport is key to making a successful sale.


  • Listen actively

Listening actively to what the other person is saying will help you understand their needs and concerns, and tailor your pitch accordingly.


  • Keep it brief

Be mindful of the other person’s time and keep your pitch brief and to the point. This will help you maintain their attention and prevent them from losing interest.


  • Be clear and concise

Speak clearly and avoid using jargon or technical terms that the other person might not understand.


  • Use open-ended questions

Using open-ended questions will encourage the other person to share more about their needs and interests, giving you more insight into how to tailor your pitch.


  • Be respectful of their time

If the other person is not interested, be respectful of their time and don’t try to force the conversation. Instead, thank them for their time and move on.


  • Focus on the benefits

When making your pitch, focus on the benefits of your product or service rather than its features. This will help the other person see how your offering can solve their problems or meet their needs.


  • Use social proof

Using social proof, such as customer reviews or testimonials, can help build credibility and trust with the other person.


  • End with a clear call-to-action

Make sure to end the call with a clear call-to-action, such as scheduling a follow-up call or setting up a meeting.


  • Practice your pitch

Practicing your pitch before making the call can help you sound more confident and polished, and avoid stumbling over your words.


  • Take notes

Taking notes during the call can help you remember important details about the other person and their needs, and tailor your follow-up accordingly.


  • Follow up promptly

Make sure to follow up promptly after the call, whether it’s with an email or another phone call. This will help you maintain momentum and keep the conversation going.



Engage the support of SalesWorks to boost your sales

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If you need help generating leads and close deals over the phone, consider partnering with the team at SalesWorks. We can help you boost your sales opportunities through multiple routes to market as our experienced sales professionals – with over 25 years of combined experience across 8 markets – offer customized solutions to support your business goals. 


We can complement your cold-calling strategies with face-to-face interactions, maximizing your chances of success. Contact us today to learn more about how we can help you take your sales to the next level!