Phone sales is about mastering two things:

  1. Your mindset, or your approach, to the day-to-day drudgery of phone sales
  2. The specific, tactical things you do every day to have better conversations and close more sales

Both of them are essential, and both require active, intentional effort to improve upon.

Today, I’m going to share my approach to staying upbeat and productive in the face of rejection, as well as 5 tips to ensure phone sales success.

Let’s get started.

How to Sell Over the Phone

The process for selling over the phone is easy: pick up the phone, dial a number, and go through your script. When the call is done, do it again.

Easy, right?

You and I both know, there’s more to it than that. When learning how to sell over the phone, you’ve got to master some basic sales skills:

  • The sales process that your org relies on
  • Your script (and sounding natural when you deliver it)
  • Getting past gatekeepers
  • Building rapport quickly
  • Leaving a voicemail that gives you callbacks
  • Time management, so you can hit your daily targets

But before you get into the tactical, there is a more important skill that you’re less likely to get training on, and that’s mindset mastery.

Which brings me to my CAT Framework. This is, in my opinion, the difference between success and failure as an SDR.

In phone sales, you’re going to get a lot of hang-ups. People will be rude and angry. And you’ve got to be able to shake it off and call the next person on your list. All day. Every day.

If you can stay positive, you’ll find huge success as an SDR. But if you let it get you down, you’ll wash out. Sad but true.

The CAT Framework will help you avoid getting discouraged and keep your head in the right place. Let’s get into it.

The CAT Framework for Mindset Mastery

Step 1: Confidence

As you learn how to sell over the phone — and throughout your sales career — confidence is key. Like me, you may not have much confidence when you begin, but you’ll develop it through two channels:

  1. Belief
  2. Action

Since NLP gives us visual, auditory and kinetics – the phone is a mastery of auditory and how you pace, tone, listening skills and closing skills are part of this Belief and action.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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