Do you wonder how you can improve your sales calls? If so, check out these suggestions on how to be more effective.
Speaking to strangers doesn’t come naturally to everyone.
Speaking to strangers over the phone while you try to sell them something they may or may not need is even more complex.
Yet improving your sales calls is just like any skill – it takes knowledge, practice and confidence. Moreover, sales calls are necessary to maximizing your revenue.
Here is how to improve your sales calls while you provide the most value to your prospect.
Find the Right Person
Before you even start a call, make sure you speak to the right person. Even if you’re eloquent, professional and prepared, if you speak to someone who isn’t a decision-maker, you waste your time.
You can assure you speak with the right person by simply asking. If the decision-maker is unavailable, leave your name and phone number, and call back later.
Set the Agenda
Give your prospect a roadmap of what to expect. A clear agenda helps them feel they’re in control and makes them more willing to hear you out. Here are your main steps:
- Introduce yourself and tell them how glad you are for their attention
- Explain you called to introduce them to an offer you think benefits them
- Express your willingness to answer any questions they have
- Ask how this sounds and whether they’ll hear you out
If you get an affirmative, your prospect is likely to stay on the line with you
Find Pain Points
To be truly heard, you must identify the prospect’s pain points and how you’ll solve them. Provide value by addressing this problem directly. Tell the decision-maker clearly and concisely how you can solve it.
A great way to do this is to ask questions. If they finally admit they don’t know what to do or how to answer, help them fill in the blanks.
It’s important your prospect verbalizes the problem. Otherwise, they won’t be open to change.
Once your prospect openly admits the problem, you can educate them on the value and benefits you’ll bring to their daily lives. The best way to do this is through storytelling.
Tell a story with a beginning, middle and end. It’s also important you relate to it personally. This can be your experience with another client or even a story about you that relates to the topic.
Of course, your storytelling won’t have impact if there are no stakes. Create a sense of urgency to keep your prospect’s attention and nudge them to act. Give concrete details on how your solution would increase their productivity or how many clients they’ll lose without it.
So they can reach conclusions on their own, ask such questions as:
- What’s the current state of your business?
- Are you happy with your progress?
- Do you think this would increase your revenue?
You know the benefits your offer – your prospect doesn’t. By asking pointed questions, you help them realize how your offer fits into their business and improves their pain points.
Describe Your Offer
Once your prospect admits there’s an issue they want to solve, open up the floor to your offer. But don’t go over all the details just yet – don’t oversell your prospect and lose their interest.
- Clearly summarize your offer as you relate it to their business
- Help them imagine the results they desire once they accept your offer
- Summarize the key points of your conversation after your offer
- Recap their problem and how your offer solves it.
Close the Deal
If your prospect wants to go forward, imagine yourself as their consultant. Instead of selling them, walk them through their options. Make a recommendation at an entry-level price point.
Pushing your highest-cost product may create sticker shock and cause your prospect to back out. Ask them what they feel is the best fit for them.
Give Better Value
Becoming better at sales calls takes practice. If you ask questions, tell stories, and educate the prospect on the benefits of your offer, you provide value.
Many people aren’t good at sales calls because they don’t like feeling they push people toward unneeded products or services. But your confidence in your product will add to the authenticity and trustworthiness you need to close the deal.
Ready to improve your sales revenue? Call (402) 858-6246 today to learn what an outsourced VP of sales can do for your business.