7 months ago
February 21, 2017

5 Sales Phone Call Mistakes to Avoid

Don’t miss out on sales by making these five sales phone call mistakes.

Claire McConnachie

Don’t miss out on sales by making these five sales phone call mistakes. In today’s competitive market, you can’t afford to be making these kinds of mistakes. Stop losing sales to competitors. Avoid these common mistakes, close more sales, and grow the business.

Poor salesmanship

You should be creating custom sales presentations for each customer. Always plan ahead and put together a sales strategy. Pay attention to each individual sales phone call. You need to prepare for every sales phone call you make. No matter how experienced you are or how good you think you are, come up with a call plan and follow it. Show that you did your research by asking thoughtful questions. Remember to listen to what the customer tells you. You shouldn’t be talking throughout the entire phone call. Engage the customers. Interact with them. Each call should be a discussion, not a one-sided sales pitch. Find out what they need and explain to them how you can meet their needs. Stop rambling on about how great your company is and how great your products are. This is a common sales phone call mistake. Instead, ask probing questions to determine what they really need and explain how you can help them.

Failure to develop clear objectives for each sales phone call

Obviously, you want to move the deal forward. This is not a clear objective. Set clear, measurable goals for each sales phone call. When you set objectives, the overall sales process will be clearer. It will also help you methodically move forward toward the end goal. You need to get fundamental explanations across and retrieve certain information from the potential customer so you can make informed decisions moving forward. When you have clear objectives in place, you can self-assess after the sales phone call to determine whether you achieved your goals for the call.

Failure to develop customer loyalty 

You need to develop and maintain relationships with your customers. Try to connect with each customer. Show that you are personally committed and dependable. Reassure them that you and your company are there for them and will meet their needs consistently. You need to win them over. Do your homework. Find out as much as you can about customers before you call them. Find out what they need, what is important to them, and what they value. Have a conversation with them and ask them questions. You need to understand how you can help them and then show them that you can deliver.

Lack of value 

Rather than discussing products and pricing, great sales people strive to teach customers something new. Take advantage of each sales phone call and provide ideas, insights, content, and examples. Provide thought leadership and education. Use your expertise and knowledge to inform the potential buyer. You will gain their respect and trust. This will differentiate you from the competition. This will also strengthen your relationship with the customer.

Failure to define the next steps 

Reduce the length of the sales cycle by clearly defining next steps. A sales phone call shouldn’t end with a vague mention that you’ll get in touch soon to follow up. Explain exactly what the next steps will be so you and your prospective customer are on the same page. You are clarifying the next steps for them and for yourself. This will help everyone accurately gauge and understand where you are in the sales process, reducing the overall length of the sales cycle.

As a sales person, you need to maximize the effectiveness of each sales phone call you make. This will inevitably affect your bottom line. Avoid these five common sales phone call mistakes and increase sales.

Claire McConnachie

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.