But it's often personal touch that seals a big deal - that clincher phone call. Especially these days, when so many of our clients live in other states or countries and fewer deals are actually closed in person.

So way you address a client through your spoken expression over phone can be vital to finalizing a sale.

Want to learn how to humanize your human touch? Let's push keyboard away, do a few vocal warm-up exercises and begin.

1. Posture. If your posture screams out boredom or fatigue, so will your voice. In my office, I sit with my back to a salesman and I can listen to his sales calls without seeing him. I can always tell from his voice when he's slouching or recovering from a rough night!

2. Facial expression. Even on phone people can "hear" look on your face, so make it a pleasant one.

3. Tone of voice. Match client's tone - energy level, pace, fast or slow, etc. If you jump on them like an eager puppy with your big sales pitch, you'll scare them off. Plus, most people tend to like those who resemble them in manner.

4. Don't...

Magic Technique #1 -- The Single Most Compelling Benefit

The strategy I’m about to reveal to you has to do with your headlines. First, let’s do a quick review of process of creating them.

Study your product. Write down all obvious benefits (from prospect’s point of view) on 3” X 5” cards. Write as many as you can. Often, you’ll have best headline you could ever find from this procedure. If so, prepare your ad with obvious benefit headline.

You’ll also want to try creating a hidden benefit headline to test against obvious benefit headline. You can find hidden benefit by answering this question: "If I had unlimited God- like power, what would be single most compelling benefit my prospects would like to gain from my product?"

The hidden benefit has nothing directly to do with product itself -- but answer to previous question can become your most powerful benefit -- and thus your headline, as well as main theme of your offer. Just make sure your product actually delivers on headline’s promise.

By using this special strategy, I’ve written some of most successful headlines in direct marketing history.

Magic Technique #2 -- Add power to headlines

Studies show that an ad headline draws 28% more attention if framed in quotation marks! The ad appears much more important because it gives impression that someone is being quoted. This makes it more riveting, and more likely to be read. And that is your first task – to get it read. If ad is not read, you have no chance of making a sale.

Magic Technique #3 -- Ask for order