Here is a list of things that you can consider and incorporate to improve your sales calls.
Steps to Take Before You Make Calls
It is important to point out that some of the steps that can be taken to improve your cold calls and sales meetings should be taken prior to calling or meeting with the prospect.
Research your prospect
One of the first steps that you can take to improve your results is to perform some level of research on your prospect. It could be as simple as going to their website to learn more about what the prospect does but can also include looking at news, financial data, social media, etc.
Prepare for objections
Another step that you can take that can likely have an immediate impact on your results is to prepare for the common objections that you can anticipate facing. There are only about 10 objections that will consistently come up. Simply composing a list of some of the best responses to those can take you to the next level.
Have a list of questions
Prepare a list of the key questions that you should ask during your sales calls. It can be common for sales people to focus primarily on what they can say to explain and describe what they have to offer. But what is more powerful are the questions that you ask to extract valuable information from the prospect.
Have a list of common pain points that you resolve
Another thing that you can prepare ahead of making calls is a list of common pain points that your clients have that you help to fix. This is important and helpful as you can share these points when talking with prospects as you try to both explain how you can help and try to build interest.
Things to Keep in Mind during Sales Calls
Here are steps to take while making calls.
Don’t be disingenuous
The introduction is very important and there are some very clear and practical things that you can do to improve your results. First, if you have not spoken to the prospect before, it can sometimes seem disingenuous to ask them how they are doing as you do not know each other at this point.
Confirm the Prospect is Available
In place of asking how they are doing, you can ask if you have caught them in the middle of anything to confirm that they are available for your call. If they are dealing with something very important, it might not be the best time for you to try to execute your call.
Share a Value Statement
In your introduction, share a value statement to explain how you help your clients. You can use this in place of talking about your products and services.
Focus on the Best Goal
It can be common for us to try to sell our prospects on buying our products and services during our sales calls. After all, that is the ultimate goal but that it typically not the best goal for the call as there is not enough time to work with. Focus more on closing the prospect on the next step in your sales process.