Successful selling relies on creating an effective call flow. The buyer is in control of the outcome; however, you can significantly influence how the call goes as a skilled and prepared salesperson.
While no one really likes making sales calls, when you establish the right strategy and use the tips here, you may find the process more enjoyable than you ever thought possible. Even better, you may begin to hear “yes” far more often.
Keep reading for the best tips on how to improve your sales calls.
1. Speak to the Decision Maker
If you want to have the best possible chance of making a sale, you have to speak to the right person. This is the individual who handles everything related to the service or product you offer.
Some of the questions you can ask the person answering the phone include:
- Do you own the business?
- Are you the only decision-maker?
There is no point in wasting your time speaking to someone who does not impact the decision to buy.
Something that will help you deal with “gatekeepers” when making a sales call is to be friendly and provide a snippet of the pain they have. Also, add some value, so they know your call is essential.
If you call a company and encounter voicemail greetings, be sure to move through the automated system and speak to a real-live human. This is the only chance you have to speak to the decision-maker.
2. Believe in the Value You Offer
You have value as a person. The service and product you offer and are trying to sell have value, too, when it is matched to the right customer.
If you are convinced that you have value, you will become unstoppable. An important tip – if you don’t believe that what you are selling has real value, you should try to sell something else.
3. Schedule Your Sales Call for the Right Time
There is a good and bad time of the day to make sales calls. You may think this is in the morning; however, this is not the case.
Statistics have shown that afternoon calls have fewer no-shows. Also, prospects are more likely to remain on the call longer. Your prospect is up to 30% more likely to show up for a call scheduled for 4 PM than one scheduled at 8 AM.
4. Know Your Prospects Pain
After you have found the right person and you have them on the phone, you must get the individual to admit they have a problem. Try to dig for information about their business, experience, comfort level, and background.
Ask questions that drive them toward the answer you want to hear, which is “I’ve never done that,” or “I don’t know how to do that.” At this point, you have found the pain point.
If your prospect does not admit this, they will never believe it. However, when it comes out of their own mouth, it becomes real. This willingness to make a change will only occur if your prospect realizes the problem on their own.
5. Begin Building Value
Even if someone knows they have a problem, they may not see the value offered by doing something about it. As you begin to educate your prospect, they should move into the mindset that they want to make a change.
Consider a functioning addict. They may be aware of the issue but are not ready to make a move or do something about it. This is because they do not see value in changing.
This is where you come in – you must ensure your prospect understands the value.
One of the best ways to build value is by telling stories in your sales pitch. By doing this, your pitch is going to resonate with the prospect.
Discuss an experience you had with other clients or a story from your own life that agrees with the concept. Be sure you tell a story about the poor results that occurred when the concept was not properly executed.
6. Create a Sense of Urgency
Take time to show your prospect why and how they are losing business every day if they do not do something to fix the issue. The more personal and specific you can make the story, the better. If it is possible to provide specific dollar amounts and factual data, do this.
Talk about what the competition is doing and how the prospect’s market share is at risk. Work to paint a picture that compels the individual to act now, not later.
7. Discuss New Opportunities
Take time to recap the issue so that your prospect understands why they need to act and do something. Let them know how you can help and make sure it’s clear.
Be sure to go back to how the product or service you offer will benefit them. Summarize this in a clear-cut way that creates a clear-cut and compelling story.
Only use examples and analogies that are specific and real. Help your prospect see the outcome in their mind. This is going to lead you to more sales.
8. Try to Close the Deal
Once you have presented your case and told a compelling story, it is time to attempt to close. Let your prospect know there are a few ways to partner with one another.
Once you do this, walk the prospect through all the options. Try to ease them into an entry-level price point, so they don’t back out. After that, show them a mid- and high-tier option, too.
Master the Art of Sales Calls
While there is no secret formula for successful sales calls, the tips here will help give you a chance to get more conversions than ever before. Be sure to implement these and fine-tune them to fit your needs and sales process.
If you are interested in learning more about your business or making a sale, be sure to check out some of our other blogs. We post regularly to help ensure you stay informed.