A successful sales call can make or destroy your chances of closing a lucrative business. While the call is a fantastic opportunity to clarify any lingering questions and dispel any worries, it’s also critical for cultivating your customer’s connection through an interesting chat.
For both novice and experienced sales reps, making sales calls can be difficult. We at Alore understand how easy it is to become lost in the plethora of sales advice available.
Our data science team has access to massive data sets as the fastest-growing sales interaction platform, and they produce AI technologies that help our customers increase sales. As a result, we know what works.
We’ve identified the six best sales techniques for calls based on these findings. You may improve your sales call process by using these ideas in conjunction with a good strategy, preparation, and consistency:
Sales Call Technique #1: Start the conversation on a firm note
Leads may start the call with prejudices and perhaps a few misconceptions about your product or company, as sales calls aren’t performed in a vacuum.
A well-thought-out start can help you make a positive first impression on your prospects. Making a clumsy entrance or speaking in an ineffective manner, on the other hand, might jeopardize even the most promising business.
In a sales interaction, customers form opinions about you immediately, so it’s critical to make the best first impression possible.
When you’re on the phone with someone, they can’t see what you’re wearing or how your hair looks. The only thing they have to go off of is your voice and the words that come out of your mouth. Sales techniques are no different.
Here are some simple sales techniques for getting your sales presentation off to a good start:
- Prepare in Advance: Prior to the meeting, read notes from prior meetings such as discovery calls and learn about your prospects’ information. Make sure you have data readily accessible for answering typical questions, anticipating potential needs, and learning about common interests.
- Research and Plan Ahead: Prepare for the call by reading notes from previous sessions, such as discovery calls, and reviewing information about your prospects. Make sure you have adequate data on hand to respond to typical questions, anticipate future needs, and discover common interests.
- Save the Business for Later: Avoid selling your business right now. If you rush your transaction, potential customers will feel unimportant and unvalued. Warm up with your lead first. Spending five minutes at the start of the talk learning about their interests can help you establish a rapport.
- Analyze the Agenda: Set the tone for your conversation by letting prospects know what they may expect. Encourage leaders to make adjustments to the plan as they see fit, as this will increase their involvement in the process.
Make remarks like these: “I’ve created a schedule to ensure that we get as much done as possible. Is there anything you’d like to change or add?”
- Make a Promise: Inquire about the prospect’s commitment to the process’s following phases. Pose questions like these: “Can you commit to moving on to the next stage if you see the value in [X] product after our call? We can go our separate ways if that is not the case. What do you think of that?”
Sales Call Technique #2: Make Product Value Clearly Communicated
Customers want to save money, but the price is only one factor to consider. You must illustrate how your solution solves or alleviates your lead’s problem or pain points during your conversation.
Show how you’ve solved similar problems in the past via case studies and real-life examples. The goal is to persuade your potential customer to choose your product and see the value in it for themselves.
To set yourself up for a fruitful engagement, use technology that provides you real-time access to crucial information, such as notes from previous calls and facts about the prospect’s pain points and goals.
You can also teach your reps in real-time as a sales lead to ensure that the product value lands for leads every time. Look for tools that allow you to deliver real-time feedback to your reps so that your advice is relevant.
Sales Call Technique #3: Build a pitch around the customer preferences
A discovery call, also known as a demo, is different from a cold call in that it gives you a limited understanding of the prospect’s needs, pain points, and intricacies.
You have no reason not to prepare for a sales call. Participate in the client’s issue. Before the call, look through client data, social media, and other resources for recurring questions and pressures.
Examine meeting notes, events, and keyword search results for shared interests to discover more about their values and what they believe is important. Make your proposal more personalized by incorporating talking points, demonstration highlights, and using examples.
As a result of your preparation, your lead becomes the focal point of the conversation. Your entire pitch will show potential clients how your service may help them live better lives. If you don’t add this personal touch, your pitch will sound like a cold call.
Sales Call Technique #4: Handle Objections with Grace
It’s critical to realize that an objection isn’t always a firm “no!” In actuality, it’s just another opportunity to educate the prospect and demonstrate that you care about their issues.
Objections are rather prevalent, and competent salespeople should be aware of them and be prepared to deal with them. Prospects can be deterred from taking the next step by fears, money constraints, and nuanced pain points.
Every objection is an opportunity to assuage your customer’s concerns and highlight the product’s unique value proposition.
The following are some suggestions for dealing with objections:
- Consider pausing
for a moment to listen to what the customer has to say with an open mind and a conversational tone. Be careful not to come out as defensive or forceful, no matter how impassioned you are.
- Investigate why the protagonist feels the way he or she does. It will be easier to persuade people to see things from your point of view if you first comprehend theirs.
- Prepare for common objections as a group: Make it a habit to regularly collect, review, and document common objections. Make time for reps to receive training on how to deal with common objections.
Sales Call Technique #5: Conclude the meeting with a list of the next steps
Your lead may have questions regarding what occurs next once the meeting ends. During your call, spend time summarising the important topics of discussion and explaining what the prospect can expect after the meeting.
As you progress through the purchase cycle, this sets the tone for both you and the customer. Because information is easily misread and lost, try automating your follow-up to ensure a smooth procedure.
Sales Call Technique #6: Make Effective Follow-Up
The goal is always to close the business, but certain leads require a longer time. It’s possible that 80 percent of leads will want five to twelve points of contact before making a decision.
Unfortunately, just 8% of salespeople follow up with leads more than five times, leading to opportunities being missed. A follow-up helps you maintain the call’s momentum and demonstrates to a lead that you’re serious about solving their problem, giving you a competitive advantage.
When addressing follow-up, be specific; set a day and time during the conversation. While meeting at the prospect’s request is preferable, don’t wait too long to reconnect because it may be tough.
Request that prospects consider their goals during this time period and make a decision at your next meeting.
To keep everyone on track, provide crucial meeting notes in your meeting invitation. Consider designing a follow-up sequence, or email blueprint, that all sales agents can use to ensure successful and consistent follow-up following each contact.
Give your salespeople the ability to close deals faster in real-time
With so much riding on the success of your sales calls, your team requires tools that will provide them with the exact information they require when they require it. Alore CRM boosts your team’s productivity and efficiency by providing real-time sales enablement and automation.