BY JAMES PARSONS@JAMESPARS0NS

Even natural salesmen can find their success rates improved by correcting these mistakes.

Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant

Sales newbies and long-time specialists alike can make mistakes on sales calls. It's a fact of life that communicating on the phone effectively, particularly in a sales capacity, requires a specific type of conversational skill. Even natural salesmen can find their success rates improved by correcting these mistakes. We see these eight time and again, whenever we hire new salespeople for our team or speak with others. They're easy to correct, so long as you know what to watch for.

1. Taking Too Long

The point of a sales call is to get from point A--the opening hello--to point B--the sale--as quickly as possible without making a misstep that drives away a customer. While you don't want to rush your calls, the longer they take, the less time you have for other sales calls, and the lower your sales rate will be. Stay on topic and keep the conversation steered in the right direction.

2. Using a Bored Monotone

Too many new salespeople sound like making sales calls is their job. It is, of course, but that doesn't mean you have to sound like it. A happier, more cheerful attitude goes a long way towards making your customers convert. Try forcing yourself to smile while you talk to sound happier. Oddly enough, it works.

3. Talking Too Quickly or Too Quietly

Anything that stands between you and the clarity of your message is a roadblock to a successful sale. If you're talking too quickly, your customers will lose you. Many will never acknowledge that they lost you, and will just decline your final sales push. The same goes for speaking too quietly; you never know what the quality of their phone speaker is, after all. Speak up and be heard!

4. Sounding Nervous

Nerves are unavoidable, even among veteran sales specialists. Making a big sale can be nerve-wracking. Even so, sounding nervous means you don't sound confident in what you're selling, and your customer will pick up on it. A casual-professional tone is all but necessary for a successful call.

5. Too Many Filler Words

English is riddled with filler words. Um, uh, like, you know--the list goes on. A few filler words are a natural part of human conversation, and a complete lack of them makes you sound too rehearsed. Too many, however, and your customer begins to focus on them rather than what you're saying. Your message loses clarity and your sales call loses focus. Just pay attention to your phrasing and practice your message.

6. Not Keeping to a Timeline

The basic process of a sales call is well laid out. You chat to introduce yourself and your casual interest. You introduce why you're calling and deliver your elevator pitch. You answer interested questions and address concerns. You explain your process. You schedule your next call for further progress towards conversion, and you end the call. If you dally too long in any of these steps, you can easily fall off track.

7. Not Being Interested

Part of a successful sales call is establishing a rapport with your customer. This means a certain amount of interest in their side of the equation. If you disregard what they're saying and focus purely on sales, you sound too pushy and drive them away.

8. Being Overly Professional

The first part of the sales call timeline is a casual chat to establish interest. People like to break the ice with a little personal talk, and you need to follow and encourage it. It's your chance to establish personality and humor to lighten up the call before you get down to business. Finding the right balance is a matter of experience and awareness. Avoid being too crude or too professional; find the right balance.

What do you think? Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author, Educator, Trainer and President: Has One Simple Goal: Improve a Million Automotive Sales Consultants Lives with our ebook "How to Succeed in the Automotive Sales Industry"

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