Using the phone to sell through Covid-19 and beyond

I read a statistic recently that said if businesses picked up the phone rather than emailing, they would convert 15 times more sales leads.

In today’s challenging times more and more businesses are turning to the phone to generate much needed revenue.

How do I know this? Because I work with businesses of all sizes from Sole Traders through to privately owned SME’s through to Corporates and I help them increase their sales through effective use of the phone.

If you want to either get ahead or keep ahead of your competitors, then your business needs people who have effective telephone techniques.

Phone versus Face to Face

Selling on the telephone is very different from face to face sales and requires a specific set of skills and techniques if you are to be successful.

I recently ran a telephone techniques workshop on Zoom for an Independent Insurance Brokers. Many of their sales team were good at selling face to face but lacked the confidence and skills to sell over the phone. In fact, may of them admitted to avoiding making calls and would rather send an email. During the workshop we worked on a telephone sales structure, their mindset, and their interpersonal skills.

Effective use of the phone

If you or your sales team don’t have effective phone skills, then it’s vital that they are obtained.

Individuals who are successful on the phone don’t just happen by chance; they happen as a result of receiving the right kind of training and coaching.

Effective use of the phone during Covid-19 and beyond will enable your business to achieve 2 things:

  1. Increase sales
  2. Improve client retention

Both make you and your business more money!

What stops people making phone calls?

Below are just some of the many reasons I have head from people over the years:

  • Fear of failure
  • A bad experience
  • Appearing pushy or desperate
  • Refection


Bad Telephone Salespeople

Another reason people hate making calls is because they have been on the receiving end of BAD SALESPEOPLE!

Below are some traits of bad salespeople:

  • Pushy
  • Rude
  • Dishonest
  • Annoying
  • False

Elements of a good Sales Call

Let’s look at 5 key elements that I believe make a great phone call.

  • Introduction – Greeting, reason for the call and build rapport
  • Fact Find – Use open questions to find out information about the business you’re calling
  • Selling your services – Use features and benefits based on the needs established during the fact find
  • Investment – Deliver cost assertively
  • Close – Ask for the business and explain what will happen post sale

In addition to the above you will also need to have good listening and communication skills.

Now you know more about the power of the phone and how to use it sell effectively through Covid-19 and beyond there is just one last thing to remember:

“If you don’t use the power of the phone in your business to take care of your existing customers or win new ones, your competition will.”

If you or your sales team are struggling to make effective sales calls then call me Gary Morgan on  020 8337 5937 or send an email with your telephone number to