These tips will help you improve your sales calls to help you close more sales and reach greater success in your sales career.
While technology has made it easier than ever to keep in touch with prospects, sales calls are still one of the most important activities on your schedule. To be the very best, you must be as effective on remote sales calls as you are in person, which can be a challenging objective. These tips will help you improve your sales calls to help you accomplish that goal.
Put an end to wondering if you are making the most of your sales calls while taking greater control of the dialogue. Prior to every sales call create a short list of two or three outcomes desired from the call, and determine what needs to be said or done to make those outcomes a reality. This simple step results in measurable progress by creating commitment for you and your prospect as you move through the sales cycle.
By listening more than speaking, you make the prospect feel that he or she is in control and valued. This can reduce prospect anxiety over being given the hard sell, and helps develop trust in the relationship. On your side, you are able to gather the information you need to propose your offering as a solution for the prospect by using his or her exact business concerns as foundations for a deal.
Prospects don’t like surprises any more than you do. If you approach sales calls as a concrete step in your path to a close without letting the prospect know your timeline, the prospect might be surprised when you move to a presentation, and you might be surprised when you find out that the prospect’s buying decision is much further in the future than you anticipated. Circumvent surprises by asking open-ended questions about the prospect’s readiness to buy, and discuss your next steps with the prospect at the end of every sales call.
If the timing of a sales call is not right for your prospect, he or she will take the first opportunity to make an objection and end the call before you have even begun to discuss value. Don’t fall into the trap of assuming that because a prospect answered the phone or opened the door, he or she is available. Make sure that your message is heard on sales calls by using the following best practices:
If your organization has a wide range of offerings and your contact is only interested in a lower value deal, think twice before assigning that contact a different level of attention. Remember:
When you treat each of your sales calls as the most important task on your list, a prospect will feel and respond to that attitude. By using this and other best practices, you can dramatically improve the quality and results of your sales calls.
Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.