Most salespeople fear making the number of calls necessary for successful sales. Is it because the sales reps don’t know your product or service well enough? Are you afraid of the unknown? It may well be one of those reasons. However, the fear usually comes down to a lack of preparation before making the first sales call.
Here are five simple tips to help you plan a sales calling strategy before you dial the phone. Using these can ensure success in moving to the next step in the sales process, which is an appointment.
1. Practice what will be said to a potential customer before calling. Don’t let it appear that there is a lack of organization or that a standard script is being read to them. It’s okay to have reference notes as long as the sales rep doesn’t appear to be reading a script word for word. Done right, practice will generate great conversations or voicemails that will get callbacks.
2. To be interesting! How? Quickly and efficiently state the purpose of the call. This can be as simple as two or three benefits or a few value statements for the product or service offering. The best way to communicate is by giving the potential customer enough information to compel them to request more information. If sales reps are talking randomly and simply throwing information at the potential customer, they are more likely to reject the idea of a meeting.
3. Be easy to listen to. Use kind words like “may,” “please,” and “thank you.” Use the name by which you like to be called to the potential customer. Speak louder as it conveys authority. It’s okay to speak a little faster as there is no interference in body language. Make sure the words are very clear. Also use “hello” instead of “hello.” If you leave a phone number on voicemail, be sure to repeat it twice and slow down so the listener has time to type the number without missing digits.
Four. Use an alternative option near when scheduling appointments over the phone. Give the potential customer an alternative option when scheduling a meeting. For example, a good message might be “I know you’re busy, so in your line of work, are mornings or afternoons better for you?” The prospect will respond with a time frame instead of saying “I don’t have time.” Use the alternate choice method again before hanging up by offering a choice between two dates and times for the meeting.
5. Make the goalkeeper an ally. If the initial contact is the guardian and not the decision maker, it is vital to make him an ally. Guardians are more inclined to ensure that the decision maker receives a phone message if it is treated with respect and not as a stepping stone. With a little imagination, create a compelling approach so that the keeper not only finds interest, but wants to get the message across. Get the name of the doorman and when you call back, ask for them. Build that relationship and watch sales skyrocket.
Using the tips above, you should produce more qualified quotes. An added benefit is that sales reps can have more fun scouting for prospects than they might imagine.
In general, successful calls are made by searching for the right potential customer, expressing a sales advantage through the purpose of the call, and creating a need for the potential customer. If sales reps can accomplish this in a short phone call, then they can prepare for the next step to seal the deal with an appointment.