Top 10 “Must Have’s” for Sales Phone CallsWednesday, March 20, 2013 17:31
If you’re a sales person the chance is you make a large number of phone calls every week. The truth is they are very important and you should make them count. Check how many of our Top 10 “Must Have’s” for sales phone calls below you’re already doing.
- Prepare for the call. A little preparation can go a long way.
- Know what you want to achieve. Whether it is a sales transaction or a meeting, make sure that you are clear on what the outcome of the call should be.
- Have proper telephone etiquette. Always start with a polite personalized greeting. Don’t forget to thank the prospects for taking your call. Show them that you respect them and their time. It’s as simple as that.
- Don’t let your fears turn into the prophecies. Some salespeople go into the call expecting just to get that dreaded ‘No’. They hear that the prospect is in a meeting and automatically translate it that the client doesn’t want to speak to them. Sometimes ‘He is in a meeting’ means that he actually is in a meeting.
- Listen. It is important to make your pitch and convey your message but don’t forget that the call should be a conversation. It is also an opportunity for you to learn more about the prospect. Try to find out more about any needs you and your product can solve.
- Qualify the prospect. If you’ve done your homework you will have qualified the prospect before calling. However, only the customer can validate the assumptions you made in the qualifying process. Ask the right questions and probe for the information you need. This makes the previous point even more important.
- Use references. If the prospect doesn’t know much about you or your brand you can build some credibility by using references. It could be saying how you got their contact or mentioning that you are working with their partner; take the chance to build trust with the prospect.
- Show the value of your offering. Clearly demonstrate what would be the benefits if they used your product. Tell your prospect what you can do for them not what you can do in general. There is a reason the acronym WIIFM (What’s in it for me) is still around.
- Seek the outcome proactively. You are the one that wants to close the deal, remember? Ask for what you want. How else are you going to get it?
- Schedule a meeting. This one applies only if that was your goal which is the case in so many of the sales calls. Offer to meet at a specific time rather than the generic ‘Could we meet to discuss this further?’ Additionally, give an alternative time. Now the choice is between the two times and not between accepting and declining the meeting.
Follow these steps to help you have a great phone call each time and help you close those deals!
trisha,ellis@salesquest dot com