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.

Tip #1 to Improve Your Sales Calls: Establish Outcomes for Each Call

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.

Tip #2 to Improve Your Sales Calls: Listen More Than You Speak

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.

Tip #3 to Improve Your Sales Calls: Create a Timeline

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.

Tip #4 to Improve Your Sales Calls: Make Sure the Time is Right

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:

• Always ask “Is now a good time for you?” or “Do you have 15 minutes?”, even if the sales call was scheduled
• Make it clear that you value the prospect’s time by thanking them for sharing it with you before you begin speaking
• When scheduling a follow-up, offer your contact a range of times to meet. This also helps head off the “Let me get back to you” response you often hear when simply asking, “What time works for you?”

Tip #5 to Improve Your Sales Calls: Treat Every Sales Call with Equal Importance

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:

• Your prospect’s business is the most important thing on his or her mind
• Small businesses grow, and a small contract today can lead to large contracts in the future
• High value referrals can be generated from the smallest sales

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.