In a world where more and more businesses are shifting away from in-person meetings, the sales call has never been more important. In fact, according to Salesforce, a whopping 92% of all customer interactions happen over the phone!
The phone has always been a salesperson’s best friend, but with an increasing level of competition, the difference between a good and a great call can be the deciding factor in either losing or closing a sale.
Whether you’re a sales veteran or are just starting your sales career, here are five tips to help you make a better sales call.
In an age of digital assistants and recorded messages, our customers want to know they are talking to a real human. Almost every successful sale starts with forging a personal connection with a client. Having an opening that conveys your personality and identity is a great way to begin that process.
Additionally, most sales calls get cut off in the first few minutes. We’ve all been in the frustrating situation where after asking if a prospect has a minute to speak, you get the “Sorry, I’m busy” for the thirteenth time in a row. Having a personable opening makes prospects more likely to want to hear what you’re going to say (or at least not answer “No” when you ask if there is a better time to call them back).
Who are you calling? What is their job? What are their responsibilities? Are they the final decision maker or do they have to run it by their superiors? Will they personally be using the product, or will they have to train others to use it?
Understanding your prospect’s role in their company will help you better appreciate the situation you are selling in, allowing you to better curate your message to the customer.
Doing a little research before a call, or simply asking the right questions to learn about the customer, can illuminate a detail that might prove vital when closing a sale. It also demonstrates that you’re invested in the prospect and think of them as a person, not just another sales opportunity.
Trying to sell your customer a proposal without understanding their needs is like trying to sell someone stranded in the desert a boat: Nothing will happen and you’ll both be beyond frustrated.
Despite this, customers often get solutions thrown at them that don’t solve the problems they’re facing. Only 13% of customers believe a salesperson can understand their needs.
How do we counteract that? By asking good questions.
Ask questions that will dive to the heart of what the customer needs and find what they want in a solution. Then, determine how your offer will solve the problems they’re facing. By taking the time to understand a customer’s needs and wants, you put yourself in a far better position to eventually seal the deal.
Remember, this is your customer’s FIRST time hearing from you today! You may have made several other sales calls, but this call is the customer’s first impression of you.
Energy helps show that you are passionate about both the customer and how you can help change their situation for the better.
There is a quote from Policaro group CEO, Francesco Policaro, that says, “You didn’t sell anything, someone bought it from you”. No matter how amazing your product or service is, ultimately it is the customer’s decision on whether to commit to the sale or not. Having energy signals that you’re invested in the interaction and will help build the connection needed for the customer to agree to your proposal.
Even a seasoned pro can get discouraged after a few rough sales calls. Take a breath, and pick yourself back up.
Every new call is a new opportunity.
Take your time, speak clearly, and don’t be afraid of your client’s objections. That means they’re seriously considering your offer. Remember, most sales are made only after multiple follow-ups, so don’t expect yourself to close the sale on every call.
Believe in yourself and your solutions. As a result, your prospects will too.
With sales calls taking over as the primary way companies are interacting with customers, it’s vital to continue to improve the way we communicate over the phone. By implementing the five tips listed above, you’re putting yourself in a position to turn any sales call into a great sales call.