Career in Sales

Prospects Hanging Up on You in Sales Calls? Here’s How to Avoid It

A must-have skill for salespeople is the ability to sell over the phone.

But unfortunately, in-person sales abilities don't always translate to phone calls, where you can't see your prospect's expression, body language, or other nonverbal signals.

Sales calling is not easy. According to sales statistics, generating a single appointment takes 209 sales calls. The vast majority of sales calls are never completed in the first place. 

One of the most crucial aspects of successful selling is creating the correct call flow. A smart salesperson can have a significant influence during the sales call. 

In this article, we shall share some of the best sales call tips to enable salespersons to close more deals and ensure potential customers do not hang on to them.

What Is A Sales Call?

A sales call is an unsolicited phone call made by a salesperson to a potential customer in the hopes of generating business. The opening of a sales call serves as an entryway to the rest of the conversation. 

Your introduction should include the following:

  • Begin with a welcoming, friendly, and professional tone.
  • Use an exciting concept or inquiry to pique their interest.
  • Put the prospect in a receptive mindset.
  • Encourage people to participate in the call 
  • Make it simple for them to make a good choice.

Tips for Making Successful Sales Calls

Here are some sales techniques to help you make a successful first call, whether you're cold-calling or approaching a scheduled call:

1. Do your research

Do your research

When it comes to making a successful sales call, preparation is essential. Calling a potential customer without enough preparation, whether a cold call or a scheduled call, is the easiest way to get a "no."

A salesperson must know who they are calling, whether an individual appears to be the ideal customer for the product or a business owner whose software could profit from the services. 

Before calling, a salesperson should determine the prospect's needs, including their specific pain points and why the product or service is suitable for addressing these issues.

2. Start with a right intro

A strong opening statement gets the conversation off to a good start and can make or break a call.

When making a sales call, the best strategy aims to create respect by introducing yourself with your complete name and firm title, followed by a warm hello. Then, before launching into the pitch on a scheduled call, engage in some polite and friendly small conversation.

4. Aim for a 50/50 mix of speaking to listening

A compelling phone call will balance speaking and listening—though not always in equal proportion. For example, in cold calls, the salesperson should speak more than the potential customer to explain why they are calling and present a value proposition for their product or service.

The speaking-to-listening ratio will be far more balanced in scheduled calls, with both parties required to listen and talk to address all points.

5. Know the call to action

Determine the actionable item that will allow assessing the call's effectiveness before making it—do you want the other person to seek more information, join up for your service, or agree to a product sample? The actionable item for a sales call could be setting up a meeting to address the situation further.

It could entail convincing a potential consumer to cooperate with your firm or test your product or service during a scheduled sales call. It's critical to have a clear idea of what you want before you call to steer the conversation in the right direction.

6. Track metrics

Salespersons must keep track of their KPIs and use the information to evaluate which approaches lead to a sale. These strategies include determining the best time of day to call, the most effective conversation openers, and the typical length of a sales cycle. 

A customer relationship management application (CRM) is an excellent way to track your calls and evaluate patterns.

7. Do not get discouraged

Do not get discouraged

Because many sales calls result in rejection, making sales calls can be one of the most stressful aspects of working on a sales team. Being an effective sales caller requires perseverance and the ability to deal with rejection. 

When a customer expresses dissatisfaction with the product, a salesperson can fine-tune the sales techniques for the next buyer. Noting the cause behind the customer's disinterest can tell a great deal about how to manage the next call.

If a potential customer does not need the product or service, a salesperson may need to review the list of potential clients to ensure that the potential customer needs what is being sold. 

Maintain a positive attitude and give it your all every time—even if the last ten sales calls are unsuccessful. There's always the potential that the next call will be successful and result in a sale.

The Bottom Line

As veteran sales professionals will tell you, there is no magic formula for the ideal sales call. Nonetheless, a salesperson can ensure they meet prospects' needs and move things forward toward a sale. The tips listed below are a great place to start with.                                

If you are looking forward to beginning your sales career, we at Juno School of Business invite you to begin the journey with us. 

In an eight-week interactive online session, we teach all you need to know to begin a successful sales profession (and get hired). Start your application now!

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