18 Sales Call Tips that can get you a notch higher in the funnel

While a sales call sounds common in the day to day life, the reality awaits in executing it. After a lead qualifies the preceding stages, the sales team connects to him in better hope of conversion. Therefore, it has to be flawless in every possible way to get a hang of the other side. Who wants to lose the battle and that too after stepping in the field?  

Definition of sales call

Any call made by the salesperson to the potential lead for fetching business is called a sales call. In contemporary reality, when everyone is running short of time, sales calls turn out to be the most irritating gestures. But if a point is really worthy to be made, it should overcome every obstacle on the way. And that’s why you need to know about the pro tips for making an effective sales call.

A sales call can be of two types-

  1. Cold call: When a sales rep calls a prospective lead without being related to each other previously, it’s called cold calling.
  1. Scheduled call: It happens after the rep establishes a relationship with the lead before dialing him for the sales pitch.

How to get started with a sales call? 18 Tips that can redefine success in the field 

Learn to accept rejections 

The most common reply to a sales pitch follows ‘no’, sometimes accompanied by impoliteness. The first parameter is to get used to such responses now and then with a flexible mindset. As a rep, you should dig deep into the reason for the projected negativity, without pushing to convince the lead in either way. This approach will help you prepare for the next calls accordingly.

Take your name and the company you represent

Introducing yourself with the fundamentals paves way for a respected and trustworthy relationship, allowing one to gain authority in the entire conversation. However, in such a case, the lead will also remain sure about your identity rather than showing a skeptical attitude. It’s all about being honest upheld by a direct approach to the identity and motif hand in hand.

 Don’t behave like a robot

Reading the script over the sales call doesn’t simply serve the benchmark. Instead, you should act out the words filled with emotion. Use the script as the blueprint and ask relevant questions based on the lead’s response. This will bring out more info to be used later in the funnel. 

You can rehearse by asking open-ended questions before getting on a call. The goal is to adapt yourself quickly as the conversation takes off.

Prepare a schedule in advance

If you want to achieve the highest efficiency, always plan your sales calls. For instance, if you call prospects on the weekends, that won’t anyway make sense to convert a lead. Therefore, the schedule has to be divided into positive and negative calling times as per each prospect. 

By positive timing, it can be when they are starting the day(they’ll check the communication channels like emails or other platforms). But if you reach out to them, when they’re commuting to workplaces, it will be a sheer wastage of time.

You need to keep a track of the right timing for the prospect, which will leave an impact. The strategy becomes further effective to decide on various leads located across different time zones.

Carry out detailed research on your prospect

Until you dial, map out how you will personalize the sales pitch for different leads. Know who you’re talking to, their problems, and required solutions. 

LinkedIn is one source that can gush out necessary details about the prospect- his/her job profile, present organization (go by the stats), use of language, expertise, and interests. You can write them down for easy reference during lead interactions. Since it’s not possible to have all info handy, invest your time in gathering every bit of info from the available platforms.

Conclude your pitch with a call to action(CTA)

In the end, prompt a quick response from your leads(by getting them to sign up online, causing them to make a connection request or convincing them to schedule a follow-up call) or try to compel them for instant purchase. Try out different CTAs with your leads(experiment with various forms) and observe what works better in the funnel. You can also match a CTA based on what the lead talks about!

Organise your call with relevant themes

Top salespeople cater to structured sales calls, transitioning from one topic to another smoothly. You can simply form a cluster of topics to provide the leads with optimum coverage over the period.

Begin the call rightly

When you start with a call, set an agenda discussing with your lead. Ask him if he wants to add something or not. If he shows interest to speak about something seriously(it creates a sense of authority), the likelihood of success is high.

Meanwhile, set a contract initially, so that you know the prospect’s mindset in the journey.

Talk less, listen more

If you speak too much from your side over a sales call, chances of not listening to the prospect come high. Therefore, you have to follow either way. Rather than being a one-sided speaker, give your lead the space to open up. Hear what he has to say. Accordingly, balance your conversation as you proceed.

Switch your language with progression

Be mindful about the type of words you select while interacting with the lead. They ultimately decide on the tone of the conversation. To say, little differences like using ‘I’ or ‘we'(establish credibility) create an impression. The choice of words establishes either a formal or familiar tone, a solo or unified tone in the conversation. 

As a rep, you need to know what words to be used at which time. Besides using ‘I’, repeat the word ‘we’ as many times as possible. However, the tactic can help book the first meeting with your lead! After speaking for 5 mins, you can use ‘I’ to build a personal rapport.

Ask relevant questions

Frame questions in a way that prompts lengthy responses. You can ask, “Can you walk me through ‘x’?” Don’t indulge in objective responses as it will cut short the probability of hearing out effectively. The more you can listen, the better the chances of conversion. 

Distribute the questions evenly in the conversation

Shoot your questions at each step as the call progresses. Don’t overload all the questions at once as the lead might feel uncomfortable answering everything in one go. 

Use a neutral tone at the end 

Every time you do something, the conclusion bears a special significance. Now put yourself in a sales call. Irrespective of what you say in the entire conversation, the ending has to be good. It should have an authoritative element. Rather a downward and humble tone will be much appreciated. Note, a lead will better revert to your proposal if you respect him by heart.

Speak about your competitors at an early stage

Being a sales rep, you might not wish to give any chance to the lead to speak about your rivals. But to make an impressive pitch, you’ve to let your lead speak about your contesters if they wish to. The strategy can give you a better picture to adjust your pitch in the sales call based on the given input.

Don’t behave nervously after receiving objections

Who wants to handle objections? Indeed, that’s quite a strenuous task. Now if you are getting objections in a sales call, it’s a good sign from your prospect. Just don’t reply being nervous. Giving a long pause in such situations will do the rounds.

Stick to your time

Always stay within the time when on a sales call. It will bring in extra points from the lead throughout the journey. Formulate a short and sweet pitch to appeal. Don’t make your sales call go too long even while pitching about a complex product. Offer to the point info if it’s the first call.

Speak about the price of your offering lately

Price comes after value and not vice versa. If people aren’t aware of an offering’s value, they won’t simply want to know the price. Therefore referring to the price factor in the initial stage would backfIre any strategy in the sales funnel. Unless you land in a product demo call, don’t give a shot at pricing. Take your time to set the right stage before you dive in.

Plan the next steps at the end

When in the end, think about what to do next. It creates better authority and determination for the lead rather than leading to a messy conclusion. 

The opening of a sales call can leave an everlasting mark. 

If the beginning isn’t good, why will prospects listen to you? In other words, the start should be intriguing and compelling enough for the prospect to hear more about a brand.

Attributes an opening of the sales call must have 

  1. The tone has to be amicable, warm, and professional.
  2. It must hook the other side with an intriguing fact or question.
  3. The opening must be able to convince the prospect about carrying forward with the thread
  4. It should try to engage the leads throughout
  5. The starting should prompt them to take a positive decision

Strategies to kick off the right opening of a sales call

Pass on a warm greeting

While people consider sales calls unwanted incidents on a bright day, things can be different with a warm greeting. You can ask how they’re doing these days in a familiar voice. Make sure you utter their name while starting.

On the contrary, some might consider the greeting in the wrong ways. Therefore, switch to your point as quickly as possible.

Inform your lead that you’ve researched about them

If your lead comes to know that you have explored them pretty well, it will show your interest in them, thereby justifying the sales call.

Take the name of a mutual connection

When you speak about a mutual connection, you establish credibility right away. For instance, if you have spoken to someone who has some kind of commonality with the prospect, use that reference in your pitch. It will make the lead curious to hear you out. 

Either way, you can mention the name of his colleague or talk about an emerging revenue source for the concerned business. The context will make the lead perceive your pitch seriously. 

Refer to the lead’s competitor

When you speak about the lead’s competitor(that you’ve served them), the other side automatically indulges in curiosity. It acts as an instant trigger point. You can begin the intro as a question asking for the lead’s permission. Make your tone confident so that the lead feels he has heard about your company.

Build a small talk 

Everything has a way to execute. You need to familiarize yourself with the lead by starting with small talk. Speak about any commonality that you both share. But don’t just meander around the corner.

Refer to things from the lead’s marketing collaterals

Go through the lead company’s marketing materials to recommend something relevant. Mention that you’ve visited their social media posts, website blogs, or client reviews and found out so and so. The approach can unveil new avenues for both parties.

On the other hand, you can mention their annual report or newsletter which reveals the pain points and other events. 

Drop the sales rulebook

What if you follow a different tactic to surprise your prospect? Ditch your pitch and be upfront with your lead. The challenge is to catch the prospect candidly. Say, it’s a sales call and waits for the lead’s reply. Then, speak about the concerned offering once they agree to hear you. 

The attitude can result in a good relationship with a humorous appeal.

Dump the sales script

Usually, sales scripts project a rep as someone willing to help. But what if the roles are flipped? Imagine you are seeking the prospect’s help. It can make the lead feel egoistic or altruistic, thereby increasing the likelihood of a positive response. The motif is pretty clear- to highlight the lead’s business with a single mention of their product. 

To be more accurate, the ideal behind a connect call is to showcase credibility, expertise, and professionalism in one go. When you are successful in doing so, the lead is bound to discuss the necessary options with the seller. And that might end in a second call as well!

Kickoff in your signature style 

Begin your sales call with an impactful comment or anecdote. You can brief about the weather, talk about weekend plans, or your favorite sports icons. After all, being unique is what makes things appear bigger than real! 

Don’t defame your competitors

If you think defaming rivals can attract business, it will prove to be an utter failure.

When you make bad remarks about your competitor, the lead might judge you on the same lines.

Address your lead with impressive labels 

Everyone loves to get praised and a prospect can’t be an exception when you dial him up. When you tag a golden label or attribute to your lead, they try to live up to it. In such a case, put forth sensible and genuine compliments that can push prospects harder than ever.

Emphasize certain phrases strategically

Stressing some phrases during communication can help convey the intended message efficiently. To be more specific, focus on inflection over voicemails. It acts as makeup on calls to appear more zealous and eloquent for the other side.

Simplify the product options

When you present a couple of options to the leads, it becomes hard for them to choose, rationalize and confirm a buying decision. Therefore, when presenting an offering, narrow down your options and features to a few. This will help the prospect to focus on the required details, boosting confidence for a faster decision. Until and unless the probability of rejection or attrition overpowers, providing too many options is worthless.

Position your product smartly

When you frame the product smartly, that bears an impact on the prospect’s mindset. The better you can present your offering(considering the situation and product), the more is the likelihood of closing a deal. The relative positioning of a product can even win the price factor for a brand.

Get on the emotional string 

Behavioral economics has stated that in most cases people base their buying decisions on emotional trips or illogical grounds. Compared to a product’s technical features, brand loyalty, sentimental ties, abstract utilities, and nostalgia can persuade the leads with the same weightage.

As an SDR, you just need to find out the emotional lever to influence their purchasing decision. The spark can be used to craft the product’s worth via impressive storytelling. In certain circumstances, the pleasure-pain conflict can serve as a useful selling tool.

Bank on the trust factor

Trust plays an unparalleled role in every relationship. Therefore, when you’re trusted by the lead, the game is already half set. You can acquire it via testimonials, influencer marketing, or by citing referrals as the situation demands.

Make your leads feel empowered

If you empower your lead, the outcomes will be truly rewarded. As you speak, involve leads in developing the desired solutions. Offer them control in the sales process.

Let technology do away with boring tasks 

A manual process can be monotonous in the daily schedule. Resorting to tech can make the process easy and swift.

Promise a brief interaction

Once you connect to the prospect, serve a promise.

As you introduce the brand to the leads, ask if they have 30 secs in their hands. When they say yes, set a timer to limit your message within the scheduled span. The disciplined approach will be beneficial for both the sides.

Key Takeaways:

  1. What do you say during a sales call?
  • “I thought we might meet your business needs somewhere down the line”
  • “You’re right..but don’t you feel it can also be achieved like this?” 
  • “I can assure you about the right kind of solution.”
  • “I am throwing in a bonus freebie only for you.”
  • “I can certainly do that.”
  1. What are the four types of sales calls?
  • Cold call
  • Warm call
  • Sales appointment call
  • Followup call
  1. What is the meaning of a sales call?

Any call made by the salesperson to the potential lead for fetching business is called a sales call.

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