Ace Sales Calls: 10 Tips for Success & Higher Conversions
Sep 19, 2022
10 min read
Sales calls are vital to marketing a business and can generate lucrative leads for your company. However, cold calling and sales calls can be challenging, especially when you have just 10 seconds
to get it right and engage with the person on the end of the phone. So how do you ensure that your sales call results in the caller buying something or signing up for a deal? How do you make the most of the moment the caller answers the phone? And what more can you do to focus on phoning the right audience? Check out our tips for making sales calls to increase your productivity and generate more business.
What Are Sales Calls, and Why Are They Important?
Sales calls are sometimes known as cold calling and are an effective way of drumming up business if your technique is good. A sales call is a request to buy something from a company, and it is essential because, with insight into what works, you can generate excellent business leads. Although a significant amount of business is conducted online and in-person, a sales call reaches people who would not otherwise visit a store or buy from a website. Sales calls also add a human touch to your business, so the tone you use and how you engage with a customer should reflect your company values.
Top 10 Recommendations for a Better Sales Call
Our top 10 tips will help you make effective and successful calls.
Do Your Research
Before phoning anyone, there's a lot of background work to do. Studies show you have 10 seconds to make an impression on a customer, so knowing the product and considering your demographics are vital. First, review
the profile the product is aimed at so you target numbers owned by that demographic. Don't just pick up a list at random.
You have to dial many numbers to achieve a sale, which takes time. If you have a profiled list of contacts, your chances of being successful are significantly higher. For example, if you are selling a magazine subscription aimed at women, you'll need to focus your calls on that demographic. To sell a product, you need to know your product in detail. People will and should ask questions, so you'll need the answers at hand.
If you have a team, ensuring they get an introduction program is vital. It should cover the product in detail and your expectations on courtesy.
Create a Script
When making lots of sales calls, it is helpful to have a script with a few prompts in front of you so you can focus the call and ensure you ask all the questions you need to in the time you have. Checklists help you gather all the necessary data, such as personal details, contact information, and payment. It also saves you from having to go back for more detail. Algorithms help with the flow of a conversation, especially where there are options for the customers to choose from. Finally, practical tools to structure a call will help seal a deal with a client.
Use Lead Generation Software
Lead generation software is an effective way of focusing on your target audience. Integrated lead-management software helps you target your sales calls to the people most likely to convert into a sale. It also builds high-quality contact tracking and funnels the best contacts to you in higher volumes. In addition, the software allows you to automate repetitive tasks, saving time and effort so you can focus on building a business.
Repetitive tasks have been shown to affect staff morale, so the more that can be done to automate workflow and processes, the better. Employees are more likely to stay working in a positive workplace, and that will save you from having to constantly retrain newcomers. Finally, your sales team will get better job satisfaction by using lead generation software to achieve positive sales.
Focus on the First 10 Seconds
Getting your sales call right takes experience and focus. Within 10 seconds, a potential customer will make up their mind whether they are going to listen to you or not. Whether you like it or not, people pre-judge, and when you are on a sales call, people cannot see non-verbal communication like a smile. Therefore, getting your opening lines clear and in shape is one of the best sales call tips you will ever get.
Use the client's name, introduce yourself, and clarify why you are calling. If you positively engage with the customer, they are more likely to listen. You then need to talk them through the product and the sales pitch to seal the deal. If you don't sound confident or hesitate, you will not get a favorable reaction and risk losing the sale.
Develop a Rapport
When talking to a prospective client, it is essential to gain rapport quickly. Ask them how they are or how they are spending the day. Finding a common interest by picking up on something the customer said also helps build confidence in the call.
Another technique is to mirror their speech. So, if they are speaking slowly with a drawl, slow down. If their speech is faster, you can speed up as well. Repeating words the person has just said also helps establish an effective rapport. Try to find commonalities that build a rapport and personalize the conversation, as it helps to keep the client talking for longer and strengthens the chance that they will buy something.
Anticipate Objections to Your Call
If you have ever received a cold call, you'll know that not all are welcome. When you start making sales calls, you'll discover that not everyone wants
to talk to you. Firstly, it may be inconvenient for them. They could be driving or at work, so ask if you can call back later. Another reason for not wanting to engage is that many cold calls turn out to be fraudulent, and people are wary of unexpected callers. Start your call with a strong introduction, so people know who you are and the business you represent.
Some callers also want to see something in writing before making a decision. Others don't like the price or are hesitant about signing up for a contract. You can get around this by having alternative offers available or directing them to a website and offering to call them back.
It is also essential to be respectful
at all times, regardless of whether the customer wishes to buy or not. Although they may not be in a position to buy something when you call, they might do it at a later date and remember how helpful your company was on the phone call. By realizing not everyone will make a purchase and that you will get adverse reactions, you will be able to build resilience and handle these types of reactions effectively.
Use Sales Efficiency Processes
It would help if you typically made lots of calls to get a sale, so anything that can automate or speed up your processes to make things as efficient as possible is essential. Using technology is one of the best tips for sales calls right now. Technology to manage callbacks and automate emails and workflow significantly affects your call transition time.
For example, the progressive and preview dialer
allows you to see the next caller's detail while wrapping up the previous one. That gives you time to prepare. Another helpful tool at FiveCRM simplifies sales calls by using scripts, offers call coaching, and uses templates to make the process smoother and faster.
Analyze the Data with Account Management Systems
When you are making call after call each day, it can be hard to see how effective you or a telesales team have been. FiveCRM's account management platform
makes data analytics available in real time. As a result, you can analyze a department's performance, see where improvements are needed, and act swiftly to address any shortfalls. In telesales, real-time data is critical, as the situation can change rapidly with market trends, and you need to be able to adapt not to miss opportune moments. Monthly and quarterly sales data is also vital for the business, but real-time analytics enables you to be agile and place resources where they are needed.
Another vital tool in the FiveCRM platform
is the telemarketing facility. It allows you to scale up your business and manage up to 999 databases simultaneously. By using this facility and the data analytics
platform, you can scale up quickly and see which areas of the business are functioning and where improvements are needed on sales calls.
Schedule Your Calls
There's a right time and a wrong time to call people. When making sales calls, it's essential to consider the best time to phone so you minimize the number of non-pickups and negative responses. Data software such as lead management gives you profiled contacts to focus your calls more. However, you can increase your chances of a favorable exchange by calling at the best time. An example could be after the working day finishes or late afternoon.
Avoid calling at night or later in the evenings as it can disturb people. And if you have called at an inconvenient time, ask if you can return the call at a better time for the customer. It shows you are considerate of their needs and more likely to get a positive response the next time you dial their number.
Stay Confident and Celebrate
Working in telesales and making sales calls can be challenging, especially when you don't get a sale. It is vital to stay resilient and to celebrate your successes so you continue to be motivated and energized to do the job and achieve more. When you get a successful sale, spend time reflecting on what went well. What worked to convert that call into a sale? You will start to hone your technique and achieve more sales by processing successful calls. Of course, you can also think about some of the less successful calls, as they will also have valuable learning, but focus on what you are doing well.
A strong and personable phone technique and technology to prioritize calls will help you make the most effective sales calls and win customers. Learning how to make those calls and use data to your advantage effectively drives sales to your business.
Final Thoughts From FiveCRM
FiveCRM is an innovative company with some of the market's best platforms and telesales tools. Reach out and call them today to learn how real-time data and lead management can make a significant difference to your telesales and provide you with superior intelligence and tips for making sales calls. With advances in technology and lead generation tools, you can market to your audience and use sales calls for the human touch. FiveCRM has a lot to offer your business, so with solid phone techniques and technology, you will make a positive difference in income generation.
The best way to see how our system works and can help you is to see it working. So reach out and call us to book a demo
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Managing Director, Senior Response
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Operations Director, Team Telemarketing
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