Get It Right On The Call Alone

Despite living in the digital age, your first impression with a potential client is often a phone call. Even if you have already communicated, the phone call can strengthen that relationship and take a potential client from potential to paying. In order to keep the business growing, phone sales must be effective.

But think about how you often feel when you answer the phone and it immediately feels like you are being ‘pitched’ to. It can be annoying and you feel like your day has been interrupted.

So, how do you get it right on the call alone?

Preparation

Preparation is key. Know who you are talking to and what their needs may be before you start the call. Check out their website, read their Social Media profiles, research their industry and start to anticipate what they may ask.

You also need to know your call to action. What do you actually want to gain from the call? Are you looking to schedule a meeting or gain a project?

Once you have an idea of how the call might go, write a script. You don’t have to follow this word by word, in fact, that can often feel robotic, but having a general script for the way you want the conversation to go will go a long way to converting the call.

It is also a good idea to prepare how much time you want to spend on the call. You don’t want to be seen to be clock watching, but you also don’t want to wasting everyone’s time. Think about the time you want to make the call and what may be happening for both of you around this time. If you call at 4.45pm, be prepared that you will have until 5pm before your potential client may want to end the call.

What are you saying without words?

One of the main reasons that people still prefer phone calls to emails is that you cannot express a tone of voice in an email. In fact, it is said that 70%-90% of communication is based on the tone of someone’s voice, not what they are actually saying.

Make sure your tone of voice is friendly, courteous, respectful and confident. Start off on a positive note. Small talk can help build rapport, but if it has been bad weather, think about another, more positive subject to start with.

Listen

Yes, you have a script and you may just be wanting to get through the call, but listening is essential to building connection and trust.

Actively listen to their pain points and let them know you value their opinions. Make them feel heard.

Remember that it is the connection that will ultimately lead to the sale.

Use your manners

This may seem like a childish reminder, but using your manners show the best you have to offer. It also encourages the other person to be more pleasant. You especially need to thank people for their

time. They have taken time out of their busy schedule to talk with you and you need to show that you value that time and are grateful for it.

Using your manners and being polite also extends to your competitors. If the person you are speaking with has had issues with your competitors, don’t speak badly about them. Instead, simply communicate how you would do things differently.

There are so many tips and tricks on nailing your next sales call. These simple ideas should be used with what you have found suits you well in your own calls. Be yourself and know your product or service and you will be getting it right on the call alone in no time.