Increasingly in this fast paced business world, a vast amount of negotiations take place via the telephone, and sales training should involve telephone technique.

Let’s focus on just one powerful technique: standing up. The following points illustrate the benefits of getting off your backside, and on your feet.

Standing up on the phone
Invest in a headset, so you’re free to stand up and even gesticulate while you’re on the phone. If you need to close a sale – stand up before you get there. If you need to encourage a sub-ordinate to do something important – stand up. If you’re purchasing key equipment and are haggling with your supplier – stand up.

Standing while you’re on the phone changes your vocal tone and greatly helps with assertiveness. As any actor will tell you, it also changes your breathing and automatically makes you feel more confident. Move and gesticulate when it feels natural, and you will sound natural. If you want to stress an important point, stay still - it will help accentuate your message.

Additionally, if a conversation is dragging on too long – stand up, it will help get to the end of the discussion.

A note of caution: if you’re in a confrontational discussion, and want to avoid further conflict, stay seated! Likewise, if you’re dealing with an important customer with a complaint, stay seated – it will help you remain empathetic. When it comes to promising them how you’re going to resolve their problem, stand up again, it will help them believe in what you say.