But they can be scary—many sales people dread making them.
After all, there’s a lot of pressure—and it can feel like you’re interrupting your prospect’s day. It’s up to you to step in and deliver the winning pitch that transforms the prospect into a new customer or client.
Yes, sales calls can be scary—but with the right tactics and approach, you can become a sales call master.
And that’s an essential skill to have.
Because here’s the thing: picking up the phone is not only one of the best ways to connect with your customers, it’s one of the best prospecting tools in your arsenal.
Follow these 5 sales call tips to erase your sales call fear, connect with prospects, and and start converting leads.
Shift Your Perspective
There’s a good chance you’ve been on the wrong end of a bad sales call. You dealt with that less-than-professional salesperson, and you hung up the phone in disgust.
The problem? Situations like that make you resist the fact that you’re a salesperson—and this weakens your sales calls.
You need to shift your perspective.
Just about everyone you know is in sales of some sort. Think of a salesperson as someone who solves problems for a profit—and fully embrace your role.
Establish Outcomes for Each Call
There’s an old saying, “If you don’t know where you’re going, any road will get you there.” You don’t want to be in that position on your sales calls.
Prior to every call, make a short list of two to three outcomes desired from the call. Figure out what needs to be said or done to make those outcomes a reality.
This will give each call a sense of direction and purpose.
Develop a Professional Greeting
Don’t just say “Hello.” Everybody does that. You can set yourself apart from the outset if you have a better greeting.
Instead, be more formal. Address the prospect by name with a warm greeting, like “Good evening, Mr. Smith.”
Introduce with Your “Elevator Pitch”
“My name is Kate with ABC Company, and we’re a local development agency that helps businesses like yours create great digital products.”
Keep this general, and don’t mention your product or service just yet. When you make a statement like this and mention a benefit, your prospect will be more curious and stay on the line longer.
Listen More than You Speak
You don’t want prospects to feel like you’re hard-selling them. When you ask questions, and listen more than you speak, your prospect will feel like they are more in control and valued in the interaction.
You also build trust in the relationship—and that’s a crucial component that most prospects will need before they buy from you or take your desired action.
Your sales calls can make or break your business. Use these tips to improve your success and start converting leads today.
What are your best sales call tips? Tweet us or comment below and let us know!