This is a Guest Post by Mark Hunter.

Do you really believe in what you are selling? This seems like a no-brainer, but you would be surprised how many salespeople I meet who do not really believe. They do not believe in their product or service, and they certainly don’t believe what they have to offer will meet their customers’ needs.

What does this have to do with phone calls? When it comes to making phone calls, the voice reveals a lot.  And I mean A LOT.  Actually, this isn’t just true when making phone calls; it’s true in all our verbal interactions.  As humans, we have a great ability to perceive when the content of what someone says doesn’t match the tone or other characteristics of their voice. (Sarcasm and false flattery are two examples, but I’m sure you could think of more). Unfortunately, as adept as we are at noticing this in others, we are not always proficient at recognizing it in ourselves.

So, when you are making phone calls and you do not REALLY believe in what you are selling, your lack of confidence and hesitancy will come through.  Your customer will have an eagle eye for this sort of thing.  Or an eagle “ear” as the case may be.

So before you even start making phone calls, whether they be cold calls or follow-up calls or “how the heck are you doing” calls, be sure you do a gut check and ask yourself: “Do I really believe in what I am selling?” Success and motivation rings for the person who believes.  It falls painfully silent and non-existent for the salesperson who does NOT believe.

Only you can answer this question for yourself.  Words to the wise:  If you do not believe, then spare yourself, your company and your customers some grief by searching for a product you really do believe in.  When you find it, make your calls with confidence.  Your prospects and customers will “hear” it in your voice.

Mark Hunter, “The Sales Hunter,” helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. He is a consultative selling expert, specializing in custom-tailored sales programs. You can read his blog at http://thesaleshunter.com/blog.