When working as a sales person, one of the requirements is to be able to pick up the phone and call potential customers. For some it comes very natural, and others will have to work very hard in order to conduct successful sales calls.
Either way, calling a prospect is a skill which can be developed and improved. It’s just like a muscle, the more you work on it, the more you practice, the better you get at it.
The fear of rejection is what prevents most people from picking up the phone. Naturally, not too many people are able to put themselves in a position to be rejected. However, those who do, will be rewarded in the long run for the temporary uncomfortable situation.
With proper fine-tuning, you’ll soon find your calls being well received and you’ll experience fewer rejections. The post below will review 5 tips which will help you conduct successful sales calls. Give them a try on your next calls, who knows, you might find yourself enjoying it 😉
Begin with an introduction
Always begin with a professional greeting, while mentioning the name of the other party. Then introduce yourself and your company. Make sure you don’t go too much into details such as what’s exactly is the product your selling or what you’re trying to achieve on this call, this might be a spoiler for the rest of the call, or even worse, this might give your prospect an option to end the call with a simple excuse.. ” We’re already using XY product and we’re satisfied with it..
By keeping the intro general, yet mentioning a benefit, you’re arousing your prospects curiosity and making sure he listens to what you have to say.
Always thank your prospect for allowing you a few moments of his day. Promise that the time you’re spending together will not waste a second of his time. This will show your potential customer that you value his time and sensitive to his needs. And obviously, it will build a better environment for the call.
Don’t be distracted by email or other items popping up on your computer while you’re making a call. Or phone notifications for that matter. After all, one of the most important parts of your sales call is actually when you don’t speak and let your prospect speak. And when that happens, make sure your are focused on what’s being shared.
When you are distracted, it’s obvious even when the other person is not in front of you, and it gives a bad impression. And most importantly, listening to your prospect will allow you to suit your pitch exactly to your prospects pains and needs, and you won’t know any of them unless you’ll be in your fullest attention during the call.
State the purpose of your call
Now that we’re over with the introductions and familiar with our potential customer, it’s time to get some action.
It’s best to phrase your purpose as a question. “If I can show you a way to save your sales team 2 hours a day and increase their sales, would you be interested to know more?” – This method is very likely to get a positive response. When you get that yes, you’re ready to start providing more information about how your product can provide value for your prospect.
Set a call to action
You’re call is about to end and you don’t want to push too hard. You feel that you’ve conveyed your message and now it’s time to let your message settle in. Take a few moments and summarize the call, review the key points you’ve covered as well as your prospects main pains and problems you’re trying to solve.
Then it’s time to set a call to action. It can be a meeting, another call, or an agreement you’re sending.
In any case, saying out loud what’s the call to action will be a great ending for the call, and will give you an excuse to follow up in the future, in order to check what’s the status on the call to action.
Keeping those tips in mind prior to your next sales call, will help improve the rate of your successful sales calls.
Go ahead and try it now. Good luck!