The Power of Positive Sales Calls: Boosting Your Team's Performance

Greetings! I understand that the idea of making sales calls can be overwhelming, particularly for those who are new to sales. Nevertheless, it's time to put those anxieties aside and get down to business! As a sales leader, you know that increasing the number of calls you make can result in more leads and sales, but it's not always easy.

First and foremost, let's clear up some misunderstandings - cold calling is still a viable strategy! Despite the fact that many prospects are active on social media and email, there are still some who aren't. The only way to reach them is by picking up the phone and making a call. Although the conversion rate may be low, it's still worth the effort. Social selling, email, and video can also be effective, but they work best when combined with cold calling.

Assuming that you or your sales team are not making as many calls as you could be, I've compiled five innovative ways to help you make more cold calls and increase your sales in 2023:

1. Make calls alongside your sales team: Nothing is more inspiring than seeing your leader in action. Join your team on a virtual or in-person call session, and they'll be motivated to do the same. You don't have to do this every day, but even once a week or month can make a huge impact. Remember, leading from the front line is the best way to lead.
2. Set the right KPIs and expectations for cold calling: Instead of focusing on the number of calls made, focus on the quality of conversations. Set KPIs for real conversations, not just calls. Your sales team will appreciate the shift in focus, and you'll see better results.
3. Provide training and coaching for cold calling: While training is important, coaching is critical. Listen to your team's calls and provide constructive feedback to help them improve. Show them that you're there to support and help them achieve their goals.
4. Give them tools to make cold calling easier: Technology can make cold calling easier and more effective. Provide your team with the right tools, like Pipedrive's Toky integration, which automatically logs inbound and outbound calls, records them, and allows you to click to call from within your CRM. Give it a try for free and show your team how effective it can be.
5. Create engaging competitions and leaderboards: Salespeople are competitive by nature, so create friendly competitions with unique monthly rewards. Keep it fresh and engaging, and support anyone who may be struggling. Show your team that you've got their back.

12 Successful Sales Call Tips

1. Empower customers: First things first, let's talk about empowering your customers. You want them to feel like they are in control and have the power to make a decision. Give them options, inform them of the benefits and features of your product, and affirm their claims. When customers feel empowered, they are more likely to be in a positive mood and make a purchase.
2. Start with positivity: Next, start your sales call off with a bang. Begin with a happy greeting and a positive tone. You want to set the stage for a productive and enjoyable conversation. A positive attitude can have a huge impact on the customer's mood, and encourage them to participate more fully in the sales call. Don't be afraid to make small talk either, maybe comment on the weather or current events to get the conversation flowing.
3. Set an agenda: Creating an agenda before your call is another essential step. Jot down your qualifying questions and talking points to ensure that you stay on task during the call. Timing is also critical, so create a schedule to guide your conversation. You can even create a goals agenda with the customer to prepare them for what's to come.
4. Make calls standing: Did you know that standing up during a sales call can help you keep up the energy? Try it out! Standing can increase your confidence and help you communicate more clearly. If you're finding yourself getting a bit sluggish, switch it up and stand up!
5. Add emphasis: Adding emphasis is another great way to keep customers engaged. Use your tone, inflection, and volume to highlight the strengths of your product or service. You can also use emphasis to draw attention to key points in your sales presentation, like calls to action or value-added benefits. Changing your tone and inflection throughout the conversation can be an effective technique for keeping customers engaged.
6. Give simple options: Offering options to your customers is another way to encourage them to take action that benefits your company. However, be careful not to draw them away from making a purchase, which is your primary goal. Consider offering simple options like subscribing to a newsletter, following social media, referring friends, or offering feedback.
7. Sell your product as a solution: Selling your product or service as a solution to a problem is an effective method for marketing. If you listen carefully to the customer during the call, they may tell you the problem they are experiencing so that you can present the product more personally.
8. Tell stories: Storytelling is a powerful motivator and a great way to build a brand. Consider sharing the company story or a story that led to the creation of the product you are selling. Stories help customers relate to you and can influence them to make a purchase.
9. Define product value: Defining the product's value is key to convincing a person to buy it. During your sales call, state-specific ways your product could help the customer or add value to their life. The value of the product includes benefits, uses, and effects.
10. Ask the customer questions: Don't forget to ask your customer questions! This helps you learn more about them and shows you are interested in a relationship with them. It is necessary during a sales call to ask qualifying questions to determine if the prospect is likely to purchase from your company. If the call does not end in a sale, the answers to your questions can provide valuable feedback for future calls and the marketing department.
11. Know your customer: Knowing your customer is critical. It is essential to understand what the ideal customer looks like for your company. This means studying target audience customer profiles and learning the struggles and motivations of the ideal customer. Understanding the customer can help qualify your prospects.
12. Let the customer talk: Listening is just as important as talking during a sales call. Remember to let the potential customer talk, and try not to dominate the conversation. Listening helps you learn more about the person you are communicating with and prepares you to make a personalized sales pitch.

Now, go ahead and make those calls with confidence!