In today’s world of selling, sales people can be distracted by things like social media, email and other technologies of the day. But the phone remains ideal in making successful sales. The sales call is so critical in a sales lifecycle. It is going to help you move the deal forward and get that win.
Here are six tips to a successful sales call:
First, call prospects early or late.
Your competition is typically calling between the hours of 9 a.m., and 11 a.m., or between 1 p.m. and 5 p.m. This means that the real opportunity to getting through to your prospect is early in the morning (realistically before 8:30 a.m.), or late in the evening, starting at around 5 p.m. – 6 p.m.
Secondly, make a clear introduction.
Whether it is a cold call (which involves calling somebody that you do not know, or have very little knowledge about, nor do they know you.) or a warm call (whereby the sales person and the potential customer have already had some form of interaction), the method remains the same. First, you have to introduce yourself, your company and the product you are selling to that potential client and make sure they realize the benefit immediately while they are on the phone or in the meeting.
Third, define the objective.
Understand why you are calling that customer. Is your call to introduce the product, to ask for another meeting, or is it to inform the client of possible updates in the deal. You need to have a clear objective for that call.
Fourth, ask questions.
Especially questioning early in the sales process; you have to understand the wants and the needs of your potential client. Your ability to understand how your solution is going to fit their needs will depend on how many questions you ask and how good of a listener you are.
Five, have contingencies.
Often, a sales person will start a call, and the prospect will be busy with what they are doing, and their goal could be to get off the phone. If they try to get off the phone, be gutsy. Hang in there by having a contingency for when they say that they are in the middle of something. By doing this, the prospect will be caught off guard immediately and is likely going to give you the time you need to sell your idea.
Lastly, this is your time to close that sale. What is key early on in the sales process, is your need to make sure more meetings are lined up, or your follow-up calls are scheduled. Later on, in this sales process, ask for when you are going to get that signed contract because that is going to make sure that you move the deal forward. Check out more tips from the successful magazine Entrepreneur.
Here’s a few more pointers for you! Good Luck!