These methods for perfecting your sales calls, however, are almost always applicable to strategies for improving your skill with sales calls.
The task of making sales calls must be mastered for success in sales, whether those sales calls are made in person or over the phone. The strategy that you use for your sales calls will likely change for the individual prospects with whom you work and over time. These methods for perfecting your sales calls, however, are almost always applicable to strategies for improving your skill with sales calls.
Loosely written scripts for sales calls can generate efficiency by helping you cover the most important points in the most effective way call after call. This type of plan also ensure that the conversation does not trail or drift away from the immediate focus on the prospect’s needs. If you have a script for your sales calls, you can more effectively uncover the relationships between your offering and what the prospect needs to accomplish for his or her line of business. Develop a plan for your sales calls that:
There is no way to measure how successful sales calls are unless you have identified purposes and goals for the sales calls that you make. Simply saying that the goal is to make a sale is not enough since so few sales are made on the first call. Goals for the sales calls that you make should include:
Persistence is a golden rule in sales, and this applies to sales calls as well. Many leads and prospects will even begin sales calls with objections, most likely objections based on time constraints but also possibly objections based on budget or the applicability of your offering to their individual situation. Knowing that your offering is likely a solution for the prospect’s needs and that in the long run your offering can save prospects the time they do not have today, your task becomes continuing sales calls beyond the initial objection. Demonstrate perseverance by:
Finally, always respect your prospects’ time. There is a line between perseverance with sales calls and becoming an annoyance. Listen carefully to your prospects to ensure that you stay on the right side of that line to keep the sales opportunity open.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.