Sales calls are a critical part of the sales process. While face-to-face meetings are important, they aren’t the only way to make an impact on your prospective customers. But despite its importance in the sales process, not everyone has confidence in making sales calls. You’re not alone if you’re nervous about calling potential clients and leaving voicemails. You should know the basic phone sales essentials for making perfect sales calls.
Many people experience much stress when they think about making sales calls. However, with the right information and preparation, you can become more confident and comfortable making these calls. Read on to discover how you can easily complete more sales calls so that you can close even more deals as fast as possible!
Phone Sales Essentials – How To Make Effective Sales Calls
Have a script ready
This is the most important part of phone sales essentials in any type of organization. People often wonder if they should wing it when making sales calls. While this may work for some, most people are more successful when they have a script ready. This allows you to follow a proven path to success and prevents you from getting off track and going off script. Scripts also help you avoid common sales call mistakes.
You can always re-read your script if you are unsure what to say next. Having a script also allows you to remain confident throughout the sales call. You can stumble and make the call much more stressful if you’re not confident or prepared enough. You don’t want to forget the most important details about your product or service or sound unprepared. Having a script in place will prevent these issues. A script will also help you sound more confident on your sales calls.
This will help you make a better impression on prospective customers and increase sales quickly. If you don’t know where to start creating a sales call script, you can use many pre-made templates and examples. You can also hire a professional sales call coach to help you get off to a great start.
Check in with your prospect before the call
Before you make your sales call, check in with the prospect. This will help you to break the ice and get more comfortable with the prospect before you make the call. This will also help you to avoid the awkwardness and anxiety that often come with making the sales call. This simple step is often overlooked, but it can greatly impact your sales call. If you’re unsure of how to approach the prospect before making the call, you can do a few things.
You can email them and ask them if they have a few minutes to talk about their needs. If you have their phone number, you can call them and ask if they have a few minutes to discuss their needs. This will help you break the ice and make you and the prospect more comfortable before making the sales call.
Define your goal before making a sales call
Before making your sales call, you need to know your goal. Knowing what you want to accomplish with each sales call will help you to stay on track and help you to focus on the most important parts of the conversation. You can break down your goals into different parts.
For example, you may want to learn more about the prospect’s business, help them understand your products’ benefits, and identify an opportunity to close the sale. Knowing what you want to accomplish with each sales call will help you to stay focused and help you to close more sales calls.
Know your product or service inside and out
You may be nervous about making sales calls, but this doesn’t mean that you don’t know your product or service well. However, some nervousness can be attributed to a lack of confidence and understanding about your product or service. If you’re unfamiliar with your product or service, you may stumble over your words when making sales calls.
This will not only make you more nervous, but it will make the prospect feel uncomfortable and make them less likely to buy from you. You need to know your product or service inside and out. You should know the features and benefits, how it works, and the value it provides. You should also know how it compares to the competition.
Knowing your product or service inside and out will help you to feel confident when making sales calls and significantly increase your chances of closing the sale. If you don’t know your product or service as well as you should, there is still hope. You can read up on your product or service and make notes about the most important details. You can also consider hiring a sales consultant to help you prepare for your sales calls.
Be prepared to answer common objections
Not everyone is going to be ready to buy from you. Some people may be hesitant to purchase from you. This is where objections come into play. Objections are why someone may not be ready to buy from you.
Knowing what common objections you may face during your sales calls will help you to prepare for them. For example, if you’re selling a software-as-a-service (Saas) product, you may encounter objections like, “This is too expensive,” or “We don’t have the budget for this right now.” Preparing to respond to these objections will help you close more sales calls.
You can’t just rely on one response to each objection. You need to have a variety of responses ready depending on the objection you’re facing. You can prepare for common objections by reading through sales reports that list the most common sales objections.
Confidence is everything
If you’re nervous and your prospect can hear it in your voice, they’re less likely to buy from you. Nervousness can be a huge detriment to your sales calls. If you’re nervous, it’s okay. This is completely normal and something that many salespeople face. There are many ways to calm your nerves before and during your sales calls.
You can practice your pitch in front of a mirror, record yourself and listen back to your voicemail, and use other techniques to help you calm down. You can also use some helpful sales techniques to become more confident and relaxed on your sales calls.
Strongest Reason To Buy (SRTB)
The SRTB is the main reason someone will buy your product or service. You can leverage this information to close more sales calls if you know what the SRTB is for your product or service. You can prompt your prospect to tell you the SRTB for their purchase, and then you can address those concerns and close the deal.
If you don’t know what the SRTB is for your product or service, it would be a good idea to read up on it and learn more. Learning about the SRTB will help you to close more sales calls and earn more sales as a salesperson.
Always be closing
When you’re making sales calls, you must always be closing. This means you’re always thinking about getting the prospect to buy from you. You can do this in a few different ways. You can prompt the prospect to buy from you when they initially reach out to you or when you’ve scheduled a sales call.
You can also ask them questions throughout the sales call to help close the deal. You should put these questions in a way that will not pressure the prospect and help you close the sale. You can also use closes at the end of your sales calls to help close the deal.
Don’t forget to ask for the sale
Many salespeople forget to ask for the sale at the end of the sales call. This can lead to missed sales and missed opportunities. Always be prepared to ask for the sale at the end of your sales calls. There are lots of different ways to ask for a sale.
You can use the standard, “Would you like to buy this product/service?” or something similar to that effect. You can also use closes to ask for the sale at the end of your sales calls. You can also ask the prospect if there is any reason that they would not purchase from you.
There are many benefits of making sales calls, including reaching a broader range of people than you could with other sales techniques. However, few people are naturally good at making sales calls, so these skills need to be practiced and perfected.