Because more and more business these days is conducted via the telephone, it’s a very good idea to be aware of how you sound over the phone. Your telephone sales calls will be much more successful if you know you are clearly understood during phone calls, and if you can project the right message, the right way.

On the telephone, prospects don’t have visual cues to help them understand the points you make. All they can hear is your voice. Good vocal presentation skills can often make the difference between making a sale and making another cold-call.

Here are six tips for developing more successful phone sales:

• Positive Tone—Does the tone of your voice reflect knowledge, strength, and confidence? If your tone reflects boredom, whininess, disinterest or immaturity, you’re in trouble. Be honest with yourself, do you need to work on your tone?
   
• Voice Inflection—When speaking and thinking about the key points you want to emphasis, make sure the inflections of your voice does just that. Inflection alone can change the meaning of a sentence.
   
• Confident Delivery—Practice, practice, practice. The delivery of your message when training your voice is essential. Don’t be afraid to rehearse a pitch a proposal. Do this just long enough to where a good confident delivery becomes natural.
   
• Sound Qualities—What do you sound like? Have you ever really just listened to your own voice? Don’t be afraid to use a tape record as you train your voice. A tape recorder will allow you to hear exactly what others hear.
   
• Energy Level—The energy in your voice allows people to feel like they are in the room with you. Does your energy make them want to be in a room with you? Remember, too much energy can be just as off-putting as too little.
   
• Speed—Watch the speed at which you speak. Don’t rattle things off faster than people can follow. Take the time to think about what you need to say. Speak at a speed that makes it easy to assimilate what you have to say.

You can train your voice. Mostly it’s just a matter of becoming aware of your voice, listening to yourself and getting honest feedback from others.