Sales calls can be a great way to increase revenue for your business. However, they can also be quite difficult to execute correctly. If you want to make the most of your sales calls, you need to be prepared and organized. In this blog post, we will discuss 10 tips that will help you run successful sales calls!
1. Prepare for the call
It is important that you prepare for your sales calls ahead of time. You should know everything about the company that you are calling, including their history, core values, and goals. If you are calling someone in a different location than where you are, make sure to do some research on the city/state that they are located in. Knowing more about the location will make your conversation more engaging.
2. Make a connection with the client before diving into business
Even though you are calling to make an appointment, it is important that you make a personal connection with your client first. Start off by saying hello and recapping how your day was before discussing business. This allows your client to put a face with the voice on the other end of the line.
3. Create a call strategy
It is important that you have a plan for your sales calls before you initiate them. Map out which aspects of your product or service that you are going to discuss, what order you are going to bring up these topics, and how you are going to close the sale.
4. Quickly build rapport with the other party
When calling someone, it is important that you engage them immediately by taking an interest in them and what they have to say. If you can establish common ground, this will make it much easier for both of you to communicate effectively because there will be a sense of trust.
5. Ask plenty of questions
Asking questions is a great way to open up dialogue and get the other party involved with the conversation. If you ask them leading questions, they will be more likely to answer in a positive manner because it encourages their participation and voices their opinions. This builds rapport and enables you to better understand their needs.
6. Match the other party’s pace
When you are talking with someone, it is important to match their speed. If they speak quickly, then you should do the same. By matching your speech rate to theirs, you will establish a level of comfort and allow them to feel more comfortable around you as well! In addition, avoid speaking loudly or lowly because this will make people feel uncomfortable and cause them to withdraw.
7. Take appropriate action steps
After you have had an informative conversation with the other party, it is important that you take some action steps. For example, if someone has inquired about your product offering, then schedule a meeting for when they can discuss it in greater depth! This helps to solidify your relationship with the client and show that you are serious about making a sale.
8. Ask for referrals
If you do not close the deal with the person that you are speaking with, then it is important that you ask them if they know of anyone else who might be interested in what you have to offer. If they have a connection that could be beneficial for you, then ask them if they would be willing to pass along your contact information!
9. Ask questions about the competition
If possible, it is a good idea to ask some questions about the other companies in the industry so that you can see how you fit into the big picture. This information can be very valuable and will help you better understand where the other party is coming from and why they made their decision.
10. Ask for the sale!
Even though it is important to build rapport, you also need to bring up how your product or service can benefit them so that you can close the deal. If you properly outlined your call strategy, then you should already know what to say as well as how to answer any questions that they may have. At the end of the conversation, it is important that you ask them if they would like to move forward and schedule an appointment for a time when you both can discuss the details further!
What if they don’t answer?
If no one is on the other line, be sure to leave a message. Don’t make the mistake of hanging up before giving your phone number since that might seem like an unintentional hang-up!
The other party asked me about the competition. What should I say?
It is important that you answer these questions in a way that will allow you to show why your product or service is better than the competition. For example, if they asked you about the different marketing strategies that are available, then it might be a good idea to highlight how your agency focuses on custom solutions rather than trying to fit their business into one box.
I have received referrals before but they were not helpful. What do I do?
If you are receiving referrals, then it is important that you ask the other party if there are any specific qualities that these people have so that you can be sure to find someone who matches up with your needs. For example, if someone is looking for a marketing agency, then it will be much more beneficial to speak with someone who specializes in that rather than trying to find out if they know of any general agencies.
I asked for referrals but they did not give me any. What do I do?
If you know of someone that is interested in what you have to offer, then it can be beneficial to provide them with this information! Remember that if the other party does not think that your product will benefit them or their company, then there isn’t much chance for you to make a sale.
I scheduled a meeting but the other party did not show up. What do I do?
Try sending an email or calling the person to find out if there was a problem. However, you might want to ask yourself if this is someone that you should be doing business with in the long-term because if this happens multiple times, then they probably will not take your proposal seriously.
What if someone picks up but I am not able to speak with them right away?
In this case, it is best to leave a message so that they have the opportunity to call you back. However, if you find yourself in a situation where you need to speak with them right away, then be sure to say that!
Last But Not Least
Comment below and share your thoughts. What is the one thing you’d add to this list? How have these tips helped you run a successful sales call? Did we miss anything important? Let us know! We look forward to hearing from you in the comments.