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The Art of Making Sales Call: How to Sell When You Can't See Your Customer

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Published on
September 12, 2022

Making sales calls can be a daunting task, especially when you can't see your prospect. However, with the right techniques and strategies in place, you can succeed in selling to even the most reluctant buyers.

In this blog post, we will discuss some of the key things to focus on when making sales calls - from developing effective cold call scripts to knowing how to handle getting stuck in a prospect's voicemail system.

The Art of Making Sales Call: How to Sell When You Can't See Your Customer

Follow these tips, and you'll be able to sell more products and services with ease!

It is essential for salespeople to be able to sell over the phone.

In-person selling skills, on the other hand, don't always translate to phone conversations because you don't get to see your prospect's face, body language, and other non-verbal cues.


The following are some of the aspects that influence phone selling success:

  • It's crucial to write cold call scripts that are both effective and efficient.
  • Knowing how to deal with being trapped in a prospect's voicemail system
  • When you don't have face-to-face contact with your prospect, build rapport.
  • The ability to qualify or reject prospects
  • Tracking calls and streamlining your outreach procedure to maximize efficiency
  • Knowing how to ask the right questions to obtain all of the information you need to complete a transaction is essential.

The sections below provide helpful tips if you're falling short in any of these areas. Check them all out or pick and choose based on your most important requirements:

Cold calling

The Art of Making Sales Call: How to Sell When You Can't See Your Customer

Don't make the cold calling process more complicated than it needs to be. This step-by-step tutorial focuses on the essential components of successful cold calls, allowing you to avoid annoying your prospects.

There are many different types of cold calling scripts available, but if you utilize the same templates as everyone else, it will be hard to distinguish yourself.

At Alore, we use cold emails as a medium to reach thousands of prospects on a daily basis

Planning your call

The Art of Making Sales Call: How to Sell When You Can't See Your Customer

Communications are improved through structured, rules-based conversations at sales meetings. Over the phone, however, selling entails a distinct skill set – one in which non-verbal communication is disregarded.

Call mapping consists of preparing for making sales calls with bullets and talking points that have been devised based on educated assumptions and obstacles you've anticipated.

Even though discovery calls are intended to qualify or disqualify prospects, they are still sales calls. This seven-step method will teach you how to use them correctly in your sales process.

In addition to using email, many sales calls go straight to voicemail. According to a recent Cisco report, approximately 80% of all calls end up going unanswered, including many of your sales encounters.

Make sure you have a voicemail drop strategy in place that supports your prospecting objectives.

Is there a new call tracking software program on the market that you're looking at? Take a look at this list of 17 applications that fulfil our requirements for being simple to use, scalable, configurable, and feature-rich.

Qualifying leads

The Art of Making Sales Call: How to Sell When You Can't See Your Customer

You've got a lead on the way, but how can you know if they're a good fit? To ensure that you're speaking with the appropriate individuals, use these eight qualifying questions as part of your sales discovery process.

Expand your sales qualifying arsenal with these additional questions. Consider not just the questions themselves, but also why they're effective.

Although prospecting is cited as a major problem by most salespeople, it's really a lead qualification that they should be concerned about. Here's how to do it effectively using this eight-step method.

Prepare yourself for the conversation

The Art of Making Sales Call: How to Sell When You Can't See Your Customer

It's simple to see the significance of listening on sales phone calls, but it may be tough to do. With these suggestions for effective listening, get back to your roots.

There's nothing worse than having a time slot on your calendar for prospects who don't show up. While the procedures outlined in this post will not guarantee that your prospects attend, they will go a long way toward preventing missed appointments.

Are you sick of asking about the weather and the local sports team? These six rapport-building questions will assist you in engaging prospects while making sales calls next without falling into small-talk traps.

If you can't acquire the information you need from your prospects, you won't be able to close the deal - it's as simple as that. As part of your sales process, mastering asking thorough questions gives you all the ammunition you'll need to make a sale.

Don't give your prospects simple options with yes-or-no questions. These open-ended sales inquiries will keep them talking until you've received all of the information you require to complete the deal.

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