How to Sell Over the Phone Step #2
How to Successfully Sell Over the Phone Step #2
Before you pick up the phone, you need to be prepared for one of three things that will happen every time you make a sales call, and it doesn’t matter if it’s a “first-time” sales call or a “follow-up” call.
With every sales call, you know you will either get:
- Gatekeeper
- Voicemail
- Prospect
You know one of these three scenarios will happen on every sales call.
Eliminating Call Reluctance
Call reluctance takes a backseat when you plan and have a prepared statement for the gatekeeper, voicemail, or if the prospect answers the phone.
Creating a sales talk track/playbook for each sales process step is critical for individual, small-business, and enterprise-level sales team success.
Outbound sales reps have been spoiled for the past ten years by adding names into a sales email cadence and hitting send.
It’s not working at the level it once did. Emails are too easy to ignore.
Picking up the phone and knowing precisely what to say to get to the next level of the call when the gatekeeper answers, the call goes to voicemail, or when the prospect answers the phone is how you start to win the game again on sales.
– Michael Pedone
Michael Pedone is the founder of SalesBuzz.com: How to Sell By Phone Online Sales Training Course that Reduces Turnover, Increases Pipeline, and Shortens Sales Cycles.
Selling by Phone Doesn’t Have to Be Difficult
Online Sales Training Program from SalesBuzz.com
Give your sales team a repeatable talk track that builds real phone confidence — and helps them start better conversations, qualify faster, and close more deals by phone.
- Cold (and Warm) Call Openers – Learn how to grab attention and gain permission to continue the call
- Gatekeepers & Voicemail – Get past gatekeepers and leave voicemails that actually get callbacks
- Engagement Questions – Start conversations that lead to real sales discussions
- Qualifying – Ask the right questions to uncover opportunity size, authority, urgency and affordability
- Present, Handle Objections & Close – Deliver confident pitches and close without sounding pushy
- Follow-Up & Referrals – Stay top of mind and turn happy buyers into referral machines
- Time Management – Prioritize what actually moves the needle (without burning out)
- Goal Setting – Set smarter sales targets and stay accountable with a proven method
🛠️ How It Works
- Learn: Reps watch one on-demand lesson per week (about 60 minutes). Easy to fit into a normal sales schedule.
- Apply: Every module includes word-for-word talk tracks, real-call examples, and actionable tactics to use immediately.
- Track: Managers get dashboards, quizzes, and optional monthly coaching to reinforce progress and drive accountability.
Ready to get started?