Hanging on the telephone

We've talked about emails and LinkedIn messages but in this digital world it's important not to forget the good old telephone.

Emails and messages are great but there's nothing better than conversation!

“Pick up the phone and ring someone” - was that a sharp intake of breath?!

You're not alone, lots of people are terrified at the thought of calling someone they don't know very well (or at all). They worry they'll trip over their words or forget the point of the call.

Worry not, I'm here to help with some top tips for a successful sales call (without being salesy).

Ready? Set? Sell!

Get prepared

As with most things, preparation is everything.

“Fail to prepare and prepare to fail!”

Most of this preparation will happen way before the call and will be a big part of why you're making the call in the first place. The research into the potential client/customer; who they are, what they do, their potential as a ‘good lead’.

But when it comes to the call itself, there are some steps you'll want to follow...

Set your expectations.

Before you make the call, set out your prospect’s needs and pain points. Consider the things you can provide to solve them and be ready to explain them clearly.

Be ready for objections

Before the call, brainstorm the potential objections to sale and any difficult questions. Prepare your answers so you aren't caught off-guard.

Set a sales call agenda, review quotes and contracts, take notes, and automatically log prospect communication on one platform.

Now pick up the phone?

But before you do, write down these 7 steps as a framework to follow. This will stop you from getting flustered and keep you on track.

Step 1

Start with a friendly greeting — but not too friendly.

Don't launch straight into ‘business’; you want to build rapport so start with a friendly chat.

Step 2

Make sure nothing has changed since you were last in touch.

You don't want to waste their time or tours by talking about something that's no longer of interest.

“Has anything changed since the last time we talked?”

?Step 3

Give a brief outline of the reason for your call. “I was hoping to carry on our conversation about XXXXXXXX” or “I’d love to tell you about XXXX if that's ok?

Step 4

Confirm their pain points. “Are you still love looking for a solution to XXXXX”

Do your best to understand what the customer wants and let them make their own decisions. Don’t do it for them. Let them speak and listen carefully.

Step 5

Introduce them to/remind them about your product/service.

Explain how your product addresses pain points. Talk about value, not features. Highlight your unique points and why they would benefit from working with you rather than someone else.

Offer additional information and address objections.

Use positive language. What you say matters, but how you say it matters more. Using empathetic, value-based, and positive language will earn you trust and emotional buy-in.

Step 6

Closing the sale. Direct questions or observations are a great way to round up the call and drive a sale.

“You’ve highlighted that XXXX is a problem you're struggling with. We’ve just had a chat about XXXX and how it can solve those problems. Do you agree it’s a good solution for you?”

If they're in agreement suggest the next steps: Outline how to complete the sale and/or the timeline.

Reiterate their pain points (using their words) and how your product/service will solve their issues.

When you get down to the nitty-gritty of talking payment use a word like “investment,” which implies ownership and opportunity. Other positive words like “benefit,” “guarantee,” and “easy” are very effective at making it feel less transactional.

Step 7

Finishing up

After you receive your “yes,” let them know what will happen after the call.

Include the actions you will take and any actions they will need to (keep these to a minimum).

Let them know how happy you are to be with you working together and thank them, then sign off with a friendly goodbye.

...and that's it. 7 steps to a successful sales call.

Give it a try, I’d love to know how you get on.

If you have any questions, we will be "Live" brainstorming this over in my Facebook group, in our weekly Business Bonanza at 13:30-14:00 GMT on Tuesday 14th February, so if you are a Female Entrepreneur why not check us out -?Keep it Simple Sales (KiSS)

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