Learn how you can increase your successful sales call rate with the following blueprint that you can apply to your own sales call activities.
What makes a successful sales call? Having a blueprint for your sales calls in place can ease the difficulty of sales calls for you and for your prospects, resulting in more sales in less time compared to engaging in sales calls without a process. Learn how you can increase your successful sales call rate with the following blueprint that you can apply to your own sales call activities.
Many top sales reps prefer not to make cold calls because a quick comparison will show that fewer cold calls become closes than do warm calls, indicating that a successful sales call is frequently not the first contact point. The good news is, you do not have to know your contact in order to begin interesting him or her before the first call and encourage a warm reception for your messages.
Your prospects are busy, and so are you. Planning ahead before making a sales call is an important time saving practice. The more research you do ahead of initiating contact with the prospect, the better prepared you will be to find shared interests and activities that you can use to build the prospect relationship – a hallmark of a successful sales call. Based on what you already know about the prospect:
Being prepared also gives you the confidence that you need to sell the prospect on taking the next step, an important requirement for a successful sales call.
It is common knowledge that people do not like to be sold. Even prospects who begin as inbound leads would rather reach a deal based on a mutual relationship over a deal that is purely based on commerce. Your successful sales call rate will improve dramatically if you can focus on taking a conversational and consultative approach from the first contact. Make a successful sales call by deploying these methods:
Only once you gain a commitment can you say that you had a successful sales call that ended with the prospect in your sales pipeline. The commitment that you obtain does not have to be a sale; it can be an agreement to meet for another phone call, scheduling a presentation, or anything else that involves a definite and measurable time commitment on the prospect’s behalf. If you can end a call with a clear path to the next step, you can be sure that you have completed a successful sales call that has a high likelihood of ultimately resulting in a sale.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.