Once market research is completed and leads qualified, it's time for your sales representatives to make those sales calls.
However, with a quick and uncompelling pitch, the chances of successfully closing the deal are slim to none.
One of the best tips for sales calls is to build rapport with prospects by providing tailored presentations addressing their needs and pain points.
This tips for sales calls article highlights the importance of creating an engaging pitch and includes a mini step-by-step guide on preparing for phone and video sales calls.
Let's get started!
Companies can utilize the proven tactic of B2B cold calling to grow their enterprise. The practice assists sales employees with reaching out to potential prospects, beginning a conversion, and creating the awareness required to get the lead to take action.
Sales calls in B2B companies help contact clients not currently in the sales pipeline and connect to other target-driven sales communication tools.
With the plethora of channels and techniques to communicate with prospects, it can be arduous to determine which works best. Introducing your services or products to people unaware of your organization is still a significant challenge, just like all other forms of prospecting.
Here is a list of the type of companies that should adopt cold calling:
Mastering the science and art of cold calling is the best way businesses can close more deals. Using CRM software, sales teams can identify areas of improvement and find better ways to approach potential customers.
Failing to plan is planning to fail; this statement rings true with sales phone calls. No preparation means there is a greater chance of pre-conversion jitters, negative customer responses, or even having the phone put down in your ear.
However, sales calls are not all sunshine and rainbows, even if you do plan for the interaction. There's no promise of a favorable outcome, but sales agents can increase the potential of getting what they want from the call.
Follow these tips for sales calls to better prepare for your outreach attempt.
A little research can go a long way. Hop on a quick Google search and learn as much as possible about what the business does, its clients, and who the primary decision maker is.
Ask yourself these questions when looking at the business's website:
Letting research take up all their time is a mistake many sales teams make. To try to avoid going forward in the B2B sales process, it's not unusual for some employees to hide in the research phase.
Don't overwhelm yourself by researching more than 10 to 20 companies at a time, and once you have the information you require, start calling immediately. The idea is to prepare for the sales call and not procrastinate because of fear of rejection.
During the research process, take the time to analyze and categorize prospects to give you cognizance of whether they fit your product. Newcomers can use these cold-calling tips for sales to segment businesses into two categories:
Once potential customers are segmented, the sales team can concentrate on the highest-converting ones, saving time and increasing the chance of a successful sales call.
Each sales call must have an objective. Closing the sale on the first call is rare for B2B sales teams. Moreover, customers tend to want to do a little research before dealing with a business they have no background information on.
Selling extremely low-cost products is probably the only expectation in this instance. For businesses, services or products under $100 are often not worth enough to the customer to safeguard their purchase.
Otherwise, more high-ticket sales see reps taking more time to nurture the lead and build a stronger relationship.
The table below shows a few call objectives:
|
Call Objective |
Description |
|
Identifying the decision maker |
Finding out the name of the individual who approves the purchasing of services or products like yours |
|
Arranging an appointment |
Scheduling a meeting with the person who buys services like yours |
|
Building interest in your product or service |
Getting the decision maker to request marketing materials, such as a corporate brochure, CV, portfolio, or product white paper |
|
Showcasing deals or offers |
The buyer is convinced to ask for a quotation on a specific project or service |
|
Deal closing |
Converting the prospect into a paying customer |
Understanding the objective before reaching out to the customer can help sales agents stay focused on their goals.
Here's one of those helpful tips for sales calls - Utilize a script when contacting clients for the first time. However, ensure you speak naturally with the customer, not like a robot.
When it comes to marketing materials, organizing is critical. If a potential customer asks to see your resume or wants the white paper for a product, send it to them immediately - don't keep them waiting for more than a day while gathering the resources.
Ensure all marketing materials are sent via email, physical mail, or any other channel you utilize to communicate with clients.
If the customer asks about putting together a proposal, you should have quote templates ready to fill in. This will save you prime time when dealing with the client at this key moment.
Now that customers know the cost of your services or products, you can focus on providing them with information on the terms and conditions of the contract.
Making notes on prospect conversations is excellent for staying up to speed with their needs and preferences. Using cloud-based CRM software like Ringy, users can set up a sales database that makes it simple to locate customer information.
That definitely beats making notes on static documents or sheets of paper.
Include the subsequent sales call notes during your next customer interaction:
Anything else deemed beneficial should also be recorded in the CRM system. Developing a call record that aids your business growth is the easiest way to improve the success rate of sales calls. Before making the sales call, sales agents must review any previous call record for clues to ameliorate their pitch.
Here is a simple, straightforward tip for sales calls that can assist you in preparing yourself mentally for the interaction.
Take a few seconds to clear your mind and develop a mental picture of yourself as smiling, cheerful, calm, relaxed, and entirely in control of the situation. Put pressure on your diaphragm and fill your lung with air by taking a few deep breaths while holding the mental picture of yourself in your mind.
This premeditative state can help salespeople get in the zone before those critical sales calls.
Video sales calls have become increasingly popular in recent years, especially since the onset of the COVID-19 pandemic. While video calls can be convenient, they require different skills and preparation than traditional in-person sales calls.
Let's discuss the best tips for video sales calls and break them down into three sections so you know what to do throughout the process.
Before making a video sales call, there are multiple steps to prepare for a successful outcome. Testing your equipment should be the first step in ensuring a smooth first-time interaction. This means testing the microphone, camera, computer, and internet connection to ensure everything works correctly.
After everything is tested, finding a suitable location is next. A well-lit, quiet space free from background noise or disruptions is perfect for a video call. Messy and cluttered environments can be distracting and make you look unprofessional and untidy. Choosing a neutral background, such as a blank wall, is one of the best options.
Below are three simples tips for sales calls that'll prepare you for the conversation:
While you may be at home, it's still essential to dress appropriately for the video sales call as you would for an in-person meeting. Wear something professional that makes you feel confident and comfortable. Avoid wearing anything too casual or distracting that may detract from your message.
Have any necessary materials ready for the call, such as a presentation or product samples. Organize your materials in a way that is easy to access and present during the call. If you're using a presentation, ensure it's compatible with the video conferencing software you'll be using.
Communicating effectively with the client and making a good impression is essential during the video sales call. Start with a strong introduction and a friendly, professional greeting. Introduce yourself and your company, and thank the customer for their time.
Building rapport is essential in any sales situation, and video sales calls are no exception. Establish a connection with the customer by finding common ground or discussing topics of interest. This will help to build trust and create a positive relationship.
Here are some tips for sales calls to look your best during the call:
Engage the customer by asking questions and encouraging them to participate in the conversation. Listen carefully to their responses and show genuine interest in their needs and concerns. Ensure you're presenting your message clearly and concisely, using visual aids or product samples as necessary. Keep your message focused on the customer's needs and interests.
Be prepared to handle any objections or concerns that the customer may have. Listen carefully to their complaints and respond with empathy and understanding. Provide solutions or alternatives that address their concerns.
Following up with the prospect after the video call can help solidify the relationship and move the sale process forward. Send a follow-up email to the customer thanking them for their time and summarizing the key points of the conversation. This email can also include any additional information or materials you discussed during the call.
If the customer expressed interest in your product or service, schedule a follow-up call or meeting to continue the conversation. If the customer isn't ready to commit to a purchase, continue to build the relationship by providing value through informative content, such as blog posts or whitepapers.
There is no secret recipe for the ideal sales call, as seasoned sales representatives will tell you.
Despite this, you must still meet prospect demands and advance the sale.
Start with the advice from the sales professionals listed below.
During the sales call, reiterate the lead's pain points. This achieves two critical things. It sets the stage for presenting the service or product and shows the customer that you listened to their issues while putting their requirements first.
Market competition for most products or services is cut-throat.
Even if you could present a convincing argument for how your product would address the prospect's issues, other goods typically provide comparable benefits. Research your rivals beforehand and come up with differentiators that set your product apart from the competition to prevent getting outdone by other businesses.
Whenever a potential customer brings up the competition, seize the chance to learn about their needs and the solutions they seek. Encourage your client to focus on what you have to offer rather than what the competition has.
Instead of you marketing to them, let them sell your goods to themselves.
Sales representatives often talk too much during sales calls. During the sales phone calls, the goal is to provide valuable solutions while making the lead feel heard. Listening more than talking is the best way to accomplish this!
Here is a helpful tip for sales calls that'll allow you to listen more - Utilize the 60/40 listen-talk rule!
A good rule of thumb is when you're talking, it should be questions you ask.
A few general tips for sales calls include preparing ahead of time, establishing a connection with the prospect, focusing on benefits rather than features, asking open-ended questions, and practicing active listening.
You can prepare for a sales call by researching the prospect and their business, practicing a pitch, preparing responses to common objections, and setting clear call goals.
Establish a connection with a prospect by showing genuine interest in their business and needs, using their name, and sharing relevant personal or professional experiences.
Concentrating on advantages rather than attributes helps the prospect understand how your product or service can specifically assist them and their business, leading to a greater chance of a sale.
Practical open-ended questions start with phrases such as "what," "how," and "why" and encourage the prospect to share information and insights about their organization and requirements.
During a sales call, active listening helps you understand the prospect's needs and concerns, build rapport and trust, and allow you to tailor a pitch to their situation.
Follow up with the prospect, send any promised materials or information, and evaluate the call to improve your future sales techniques.
Listen actively to the prospect's concerns, reframe the objection as a question, provide relevant information or examples, and reinforce your product's or service's benefits.
If the thought of cold calling sends you into a spin, you're not alone. If you want to succeed in closing more deals, it's generally about having the correct strategies and following our tips for sales calls.
Understanding the customer's pain points, needs, and preferences can give the sales team the information they need to make better proposals. Recording customer interaction data is a critical step in getting to know your client.
Customer relationship management software like Ringy has been helping B2B businesses make the most of their sales calls. Our software records client information and can integrate with multiple communication channels already in your existing tech stack - You can even call from within Ringy's system!
Request a demo to learn how Ringy can change how your sales team interacts with prospects.