Now having someone observe what you do for 2 hours can be stressful, so I asked.
“You’re not smiling while talking with your customers – is that because I’m here?”
Her reply… “they can’t see me, why should I bother?”
Immediately the 3 other salespeople in her cube S-P-U-N around and stared at her.
As I thought about what to say, one of her coworkers replied – “they sure can hear a smile.”
I added that they can feel it as well.
Even though, for inside salespeople, your prospects and customers can’t see you I advocate that you need to not only smile, also use all the other body language you would if your sales calls are made in person.
Body language changes your tone, your breath, your inflection.
Yet another benefit of having on a headset – your hands are truly free to help you express yourself.