When making a call, you should stand up because:

• you will feel better;
• your voice will be a lot clearer as your lungs remain open (like a singer's);
• it will force you to concentrate, and you will be quick to react;
• you will avoid becoming drowsy in the event that you are on the phone for long periods of time.

When making a call, you should stand up, and not remain seated because:

• you will feel better;
• your voice will be a lot clearer as your lungs remain open (like a singer's);
• it will force you to concentrate, and you will be quick to react;
• you will avoid becoming drowsy in the event that you are on the phone for long periods of time.

When arranging a meeting with Mr. Martin, try to schedule it through Mr. Martin's assistant because:

• Mr. Martin may connect you with his assistant anyway;
• the assistant will ask fewer questions, so you will be less vulnerable;
• you might learn other information helpful to you;
• you may get an idea of how the organization works;
• it is easier for an interviewer to say no over the phone than during an actual interview;
• you will have enough time during an actual interview to convince Mr. Martin. You do not need to speak with him beforehand by phone.

When arranging a meeting with Mr. Martin, try to schedule it through Mr. Martin's assistant and not through Mr. Martin because:

• Mr. Martin may connect you with his assistant anyway;
• the assistant will ask fewer questions, so you will be less vulnerable;
• you might learn other information helpful to you;
• you may get an idea of how the organization works;
• it is easier for an interviewer to say no over the phone than during an actual interview;
• you will have enough time during an actual interview to convince Mr. Martin. You do not need to speak with him beforehand by phone.

You use the phone to arrange interviews because:

• you can never be sure what value a face to face encounter may bring (more information; a means of testing you);
• there is a greater risk of being vulnerable when questioned over the phone;
• even if you do not see the person you want to see, you may be able to gather more information during a visit;
• your chances of securing a job offer are much greater during a face to face interview than over the phone;
• an interviewer will always seek a telephone interview to screen you out. Hence, you must always seek a face to face interview;
• you will be perceived more as a "resource person" and less as a "job beggar."

You use the phone to arrange interviews, not conduct them because:

• you can never be sure what value a face to face encounter may bring (more information; a means of testing you);
• there is a greater risk of being vulnerable when questioned over the phone;
• even if you do not see the person you want to see, you may be able to gather more information during a visit;
• your chances of securing a job offer are much greater during a face to face interview than over the phone;
• an interviewer will always seek a telephone interview to screen you out. Hence, you must always seek a face to face interview;
• you will be perceived more as a "resource person" and less as a "job beggar."

When searching for a job, the telephone has at least seven different functions because it can be used:

• to gather information about an organization, a person, or other candidates;
• to set up an interview;
• to give thanks after an interview (though a written note is recommended);
• to assess your chances of being hired;
• to start over again after an interview;
• to find out why you were not successful;
• to react to a job offer.

When searching for a job, the telephone has at least seven different functions because it can be used:

• to gather information about an organization, a person, or other candidates;
• to set up an interview;
• to give thanks after an interview (though a written note is recommended);
• to assess your chances of being hired;
• to start over again after an interview;
• to find out why you were not successful;
• to react to a job offer.

If the phone rings during your job search, it is best not to answer it yourself but rather to let someone else answer it because:

• this prevents you from being surprised, unprepared and unable to reply in a convincing manner;
• you should always be free to gather your papers/files before taking a call;
• taking a call unprepared is like falling into an ambush. It takes between 30 seconds and 2 minutes to react and organize a "defense";
• if you have a friend of relative who is good at receiving information over the phone, they can be a big help to you;
• this shows you are very busy and desired by others.

If the phone rings during your job search, it is best to let someone else answer it because:

• this prevents you from being surprised, unprepared and unable to reply in a convincing manner;
• you should always be free to gather your papers/files before taking a call;
• taking a call unprepared is like falling into an ambush. It takes between 30 seconds and 2 minutes to react and organize a "defense";
• if you have a friend of relative who is good at receiving information over the phone, they can be a big help to you;
• this shows you are very busy and desired by others.

To obtain information over the phone, do not automatically ask for it yourself. Instead, ask someone else to do it for you because:

• another person will be more at ease asking relevant questions;
• another person can claim to know you on a nonprofessional basis, making them less liable to be asked for information about you;
• you can usually find someone who is more adept at extracting information to do this for you;
• you will not risk becoming demoralized if you are unsuccessful.

To obtain information over the phone, ask someone else to do it for you because:

• another person will be more at ease asking relevant questions;
• another person can claim to know you on a nonprofessional basis, making them less liable to be asked for information about you;
• you can usually find someone who is more adept at extracting information to do this for you;
• you will not risk becoming demoralized if you are unsuccessful.

To sound better on the phone, smile while you talk instead of taking a serious attitude because:

• a smile can be sensed, even over the phone;
• the act of smiling makes you calm, confident and assured that everything is going according to plan;
• it has been hown that a smile, even if not accompanied by words, can strongly influence and ease another person's responses;
• a smile will encourage your interviewer to adopt a positive attitude also.

To sound better on the phone smile while you talk because:

• a smile can be sensed, even over the phone;
• the act of smiling makes you calm, confident and assured that everything is going according to plan;
• it has been hown that a smile, even if not accompanied by words, can strongly influence and ease another person's responses;
• a smile will encourage your interviewer to adopt a positive attitude also.

If you come up against an obstacle or difficulty, it is better to remain calm and offer potential solutions than to settle the matter yourself (no matter how skillfully) because:

• it is sometimes better to "take one step backward" in order to "take two steps forward";
• this keeps your interviewer from becoming unyielding or from having a mental block;
• the harder you try to solve a difficulty yourself, the more resistant the interviewer will become;
• it is best to be patient and to try to settle the matter later when the timing is better;
• this keeps you from seeming too aggressive;
• this way you leave a good impression as a team player;
• it is sometimes advisable to discuss one or two potential solutions. However, an agreement must be reached before considering a third potential solution.

If you come up against an obstacle or difficulty, it is better to remain calm and offer potential solutions because:

• it is sometimes better to "take one step backward" in order to "take two steps forward";
• this keeps your interviewer from becoming unyielding or from having a mental block;
• the harder you try to solve a difficulty yourself, the more resistant the interviewer will become;
• it is best to be patient and to try to settle the matter later when the timing is better;
• this keeps you from seeming too aggressive;
• this way you leave a good impression as a team player;
• it is sometimes advisable to discuss one or two potential solutions. However, an agreement must be reached before considering a third potential solution.

To reach the person with whom you wish to speak, you say "it is important but not urgent," not "it is confidential/personal" because:

• this phrase is unusual and arouses curiosity, making it very effective;
• phrases such as "it is confidential," or "it is personal," are old-fashioned and automatically trigger suspicions and create barriers;
• the fact that you are not too demanding interests your interviewer. In turn, they will ask you more questions;
• this demonstrates that you have patience.

To reach the person with whom you wish to speak, you say "it is important but not urgent" because:

• this phrase is unusual and arouses curiosity, making it very effective;
• phrases such as "it is confidential," or "it is personal," are old-fashioned and automatically trigger suspicions and create barriers;
• the fact that you are not too demanding interests your interviewer. In turn, they will ask you more questions;
• this demonstrates that you have patience.

If you are right-handed, when making a call it is best to hold the receiver in your left hand because:

• you will need your right hand to write -- obviously you cannot hold the receiver and write at the same time with the same hand;
• there is a natural tendency to hold the receiver in your "strong" hand. By using your "weaker" hand, you will be kept on guard;
• if you do have to take notes, the act of passing the receiver from one hand to another has disastrous implications. It signals that you are not prepared.

If you are right-handed, when making a call it is best to hold the receiver in your left hand and not in your right hand. This is because:

• you will need your right hand to write -- obviously you cannot hold the receiver and write at the same time with the same hand;
• there is a natural tendency to hold the receiver in your "strong" hand. By using your "weaker" hand, you will be kept on guard;
• if you do have to take notes, the act of passing the receiver from one hand to another has disastrous implications. It signals that you are not prepared.

In order to make your name fully understood, you spell it out because:

• if you repeat the same thing several times in the same way, you offend your listener. It is basically a way of telling them that they don't understand much;
• spelling is a much more efficient method of helping someone to understand than repetition;
• when you spell a name, the listener will unconsciously appreciate your "respect" for them and begin to trust you.

In order to make your name fully understood, do not rely on repeating it several times. Instead, spell it out because:

• if you repeat the same thing several times in the same way, you offend your listener. It is basically a way of telling them that they don't understand much;
• spelling is a much more efficient method of helping someone to understand than repetition;
• when you spell a name, the listener will unconsciously appreciate your "respect" for them and begin to trust you.

Your preference should be that the initiative to call be yours and not theirs because:

• this shows you are pro-active;
• in a negotiation, whoever takes the initiative is one step ahead of the other;
• before calling you can arrange your file and have it next to you for immediate consultation;
• you can discreetly and elegantly set the rules of the game and pace of the discussion;
• this confirms your interest to your interviewer.

Your preference should be that the initiative to call be yours because:

• this shows you are pro-active;
• in a negotiation, whoever takes the initiative is one step ahead of the other;
• before calling you can arrange your file and have it next to you for immediate consultation;
• you can discreetly and elegantly set the rules of the game and pace of the discussion;
• this confirms your interest to your interviewer.

People in organizations generally prefer to call back during business hours because:

• they group their calls and usually return them during their workday;
• most people assume you are more easily reached during office hours;
• some people believe it is impolit to call at home after a certain hour;
• they do not have to work overtime to return calls.

People in organizations generally prefer to call back during business hours and not after hours because:

• they group their calls and usually return them during their workday;
• most people assume you are more easily reached during office hours;
• some people believe it is impolit to call at home after a certain hour;
• they do not have to work overtime to return calls.

Recruitment agencies and head hunters often use the phone to weed people out because:

• they can judge quickly over the phone due to experience and can therefore spare themselves the long procedure of a face to face interview;
• it saves them time. It only takes between 3 and 5 minutes to screen someone out;
• it is far easier to say "no" over the phone than during an interview;
• experience shows that a candidate is far more vulnerable on the phone than in person during an interview.

Recruitment agencies and head hunters often use the phone to weed people out because:

• they can judge quickly over the phone due to experience and can therefore spare themselves the long procedure of a face to face interview;
• it saves them time. It only takes between 3 and 5 minutes to screen someone out;
• it is far easier to say "no" over the phone than during an interview;
• experience shows that a candidate is far more vulnerable on the phone than in person during an interview.

In an hour, it is possible to make ten successful calls to arrange job interviews because:

• these 10 calls (where you get through and speak with someone) will put you in contact with 3 decision makers and should therefore generate 1 job interview (the rate of an efficient and well-trained person);
• statistically, if 30 calls an hour are made (without a break), 10 of those calls will get through and become "successful."

In an hour, it is possible to make ten successful calls to arrange job interviews because:

• these 10 calls (where you get through and speak with someone) will put you in contact with 3 decision makers and should therefore generate 1 job interview (the rate of an efficient and well-trained person);
• statistically, if 30 calls an hour are made (without a break), 10 of those calls will get through and become "successful."

On average, to set up one job interview, you need to make 30 telephone calls because:

• this is the accepted average obtained by people who have a basic knowledge of telephone techniques;
• an efficient and well-trained person will succed in making, on average, 30 calls per hour, 10 of which will result in a discussion with someone. Of these 10 calls, 3 will reach a decision maker and of the 3 decision makers reached,1 job interview will result.

On average, to set up one job interview, you need to make 30 telephone calls because:

• this is the accepted average obtained by people who have a basic knowledge of telephone techniques;
• an efficient and well-trained person will succed in making, on average, 30 calls per hour, 10 of which will result in a discussion with someone. Of these 10 calls, 3 will reach a decision maker and of the 3 decision makers reached,1 job interview will result.

Your voice sounds more reassuring if you tuck your chin in, not if you stick it out while speaking because:

• tucking in your chin makes your voice sound low pitched and more convincing.
• this forces you to speak using the air in the top third of your lungs. This allows your rhythm to be better controlled and your voice to sound firm and self confident. When you speak using the air from the bottom third of your lungs you tighten your neck and cause the voice to be less pleasant to the ear;
• this eliminates all stressful elements from your tone of voice.

Your voice sounds more reassuring if you tuck your chin in while speaking because:

• tucking in your chin makes your voice sound low pitched and more convincing.
• this forces you to speak using the air in the top third of your lungs. This allows your rhythm to be better controlled and your voice to sound firm and self confident. When you speak using the air from the bottom third of your lungs you tighten your neck and cause the voice to be less pleasant to the ear;
• this eliminates all stressful elements from your tone of voice.

If your answering machine picks up your call, you let the caller finish their message and then phone back because:

• this saves you from being surprised and unprepared;
• this allows you time to get organized and present yourself in a favorable light;
• this prevents the caller from feeling that you only interrupt calls that interest you;
• you may, by accident, cut the speaker off in the middle of their message;
• this gives you the initiative when you call back (a necessary condition for a successful negotiation);
• this shows you do not spend your time waiting for calls.

If your answering machine picks up your call, you should not interrupt the caller and begin speaking. Instead, you let the caller finish their message and then phone back because:

• this saves you from being surprised and unprepared;
• this allows you time to get organized and present yourself in a favorable light;
• this prevents the caller from feeling that you only interrupt calls that interest you;
• you may, by accident, cut the speaker off in the middle of their message;
• this gives you the initiative when you call back (a necessary condition for a successful negotiation);
• this shows you do not spend your time waiting for calls.

When introducing yourself over the phone, give your first name and then your last (family) name because:

• this is the usual custom;
• this gives a more personal touch to the relationship;
• this keeps the relationship from being too "academic" or "military";
• this keeps the conversation from being too formal and allows the interviewer to take a more informal approach;
• this allows the interviewer to understand your full name. If you give your last name first and then your first name, they will likely only remember your first name. If you give your first name and then your last name, it will be easier to remember your full name.

When introducing yourself over the phone, give your first name and then your last (family) name, not the other way around because:

• this is the usual custom;
• this gives a more personal touch to the relationship;
• this keeps the relationship from being too "academic" or "military";
• this keeps the conversation from being too formal and allows the interviewer to take a more informal approach;
• this allows the interviewer to understand your full name. If you give your last name first and then your first name, they will likely only remember your first name. If you give your first name and then your last name, it will be easier to remember your full name.

You summarize what has been discussed and agreed because:

• summarizing illustrates your professionalism and enhances your reputation;
• you clearly demonstrate your interest in the matter (don't hesitate to stress this fact);
• it avoids later misunderstandings.

You summarize what has been discussed and agreed because:

• summarizing illustrates your professionalism and enhances your reputation;
• you clearly demonstrate your interest in the matter (don't hesitate to stress this fact);
• it avoids later misunderstandings.

When arranging a telephone interview, offer not one but two possible times because:

• by offering two alternatives, you assume there will definitely be an interview;
• by offering only one time, you make it easier for the interviewer to say "no." You force a choice between an interview and nothing when you offer only one time.
• it is wise to give two alternatives, listing your preferred time after the alternative time;
• if you offer two alternatives, you stress your self confidence and professionalism;
• this focuses the interviewer's attention on the two alternatives, not on whether to give you an interview.

When arranging a telephone interview, offer two possible times because:

• by offering two alternatives, you assume there will definitely be an interview;
• by offering only one time, you make it easier for the interviewer to say "no." You force a choice between an interview and nothing when you offer only one time.
• it is wise to give two alternatives, listing your preferred time after the alternative time;
• if you offer two alternatives, you stress your self confidence and professionalism;
• this focuses the interviewer's attention on the two alternatives, not on whether to give you an interview.

A good telephone conversation is fairly short because:

• this shows you respect your interviewer's time;
• as a rule, the conversation should not exceed five minutes;
• experience shows that the longer the conversation, the less likely you will secure an interview;
• a long conversation shows that you are unprepared, unfocused and lack precision;
• a clear idea can be expressed in less than 20 seconds;
• this prevents you from getting sidetracked and forces you to get to the heart of the matter immediately.

A good telephone conversation is fairly short and not fairly long because:

• this shows you respect your interviewer's time;
• as a rule, the conversation should not exceed five minutes;
• experience shows that the longer the conversation, the less likely you will secure an interview;
• a long conversation shows that you are unprepared, unfocused and lack precision;
• a clear idea can be expressed in less than 20 seconds;
• this prevents you from getting sidetracked and forces you to get to the heart of the matter immediately.

The objective of the call must be written down before calling because:

• improvisation only works when you are fully prepared;
• this forces you to be rigorous, a key to successful negotiations;
• your interviewer will appreciate the determination and self-confidence you display because you know your objective and can remind yourself of it throughout the conversation.

The objective of the call must be written down before calling and cannot be improvised because:

• improvisation only works when you are fully prepared;
• this forces you to be rigorous, a key to successful negotiations;
• your interviewer will appreciate the determination and self-confidence you display because you know your objective and can remind yourself of it throughout the conversation.

To make communication easier on the phone, you do not talk quickly, running over the interviewer. Instead, you speak slowly to be clearer because:

• by speaking too quickly you will stress your interviewer and eventually they will no longer be receptive;
• by controlling your rhythm, you develop an atmosphere which helps inspire trust;
• by having short pauses between every 2 or 3 phrases, you allow your interviewer to reset and follow what you are saying more easily;
• this keeps you from sounding as if you are nervous;
• this saves you from repeating yourself;
• you must not speak too slowly, however, as you risk sounding unintelligent or "simple."

To make communication easier on the phone, you speak slowly to be clearer because:

• by speaking too quickly you will stress your interviewer and eventually they will no longer be receptive;
• by controlling your rhythm, you develop an atmosphere which helps inspire trust;
• by having short pauses between every 2 or 3 phrases, you allow your interviewer to reset and follow what you are saying more easily;
• this keeps you from sounding as if you are nervous;
• this saves you from repeating yourself;
• you must not speak too slowly, however, as you risk sounding unintelligent or "simple."

You always ask your interviewer not if you are disturbing them but instead if they have four minutes to give you. This is because:

• when you ask if you are disturbing them, you invite them to end the call. By avoiding this approach, you place yourself in a more positive position;
• by stating "four minutes" you indicate that you do not intend to keep them for a long time;
• you should never use negative words like "disturb."

You always ask your interviewer if they have four minutes to give you. This is because:

• when you ask if you are disturbing them, you invite them to end the call. By avoiding this approach, you place yourself in a more positive position;
• by stating "four minutes" you indicate that you do not intend to keep them for a long time;
• you should never use negative words like "disturb."

To introduce yourself on the phone, you should say "This is Jane Anderson," not "This is Ms. Anderson" because:

• a person with good manners does not give him or herself a title, be it Ms. or Mr.;
• by stating your first name, you set a friendlier and less formal tone for the relationship;
• your first name may be liked (or disliked!), but will not leave anyone indifferent.

To introduce yourself on the phone, you should say "This is Jane Anderson" because:

• a person with good manners does not give him or herself a title, be it Ms. or Mr.;
• by stating your first name, you set a friendlier and less formal tone for the relationship;
• your first name may be liked (or disliked!), but will not leave anyone indifferent.

If the interviewer asks questions over the phone, you should not passively answer, even in a polite and friendly manner. Instead, you should politely suggest an interview to discuss their questions because:

• if you limit yourself to replying over the phone, you run the risk of saying everything and getting nowhere;
• you risk an interview over the phone. Job-hunting principles insist that the phone not be used for conducting interviews unless absolutely necessary;
• this shows you possess a lot of information on the subject, and if they share this interest, they will want to meet you;
• you show them in this friendly and skillful way that you are a good negotiator.

If the interviewer asks questions over the phone, you should politely suggest an interview to discuss their questions because:

• if you limit yourself to replying over the phone, you run the risk of saying everything and getting nowhere;
• you risk an interview over the phone. Job-hunting principles insist that the phone not be used for conducting interviews unless absolutely necessary;
• this shows you possess a lot of information on the subject, and if they share this interest, they will want to meet you;
• you show them in this friendly and skillful way that you are a good negotiator.

If the person with whom you wish to speak is not in, you offer to call back at a more convenient time because:

• you should always take the initiative for the call;
• they may never call you back;
• you might not be in if they do call you back;
• your phone number may not be correctly noted (inversion of numbers, not clearly written, and so on).