Did you know 92% of customer interactions are made through effective sales calls? 📞
Yet very few of them lead to a follow-up meeting. These calls can be where deals are made or lost.
In my personal experience and what I’ve seen on sales teams, many salespeople struggle to keep prospects engaged, address objections effectively, or close confidently, that is a 24/7 struggle for them.
Having an effective sales call isn’t just about knowing what to say; it’s about mastering how to say it!
In this article, I will walk you through five practical tips to engage, persuade, and leave a lasting impression that moves your prospects closer to a ‘YES’.
Shall we continue?
Telemarketing-a Very Controversial Method!
While many experts consider telemarketing an effective marketing method, some have an entirely opposite opinion. These opponents cite many customer complaints about harassment and scams in telemarketing.
This claim is essentially valid. Many people react negatively to these types of calls. They do not trust this method of sales . However, what is the status of sales calls? Many individuals and organizations use annoying or unethical methods for this type of sales.
For example, automated or robotic calls can be used. In this case, a pre-recorded voice message is played to thousands of customers. This method is also very popular, but some skepticism may exist.
The question of whether to use this method for sales remains highly debated. However, many companies employ this approach and achieve positive results.
The 5 Things You Need to Do on Every Sales Call
We all already know the telemarketing and sales calls techniques, but there are some psychological tricks you need to know about in sales calls as well. Telephone sales require adequate and reliable communication with customers. Well, psychological techniques can play a very effective role in increasing sales success.
Some of these techniques include ⤵
1. Mental Preparation
It is better to think carefully about any conversation you plan to start in advance. Prepare and organize all the important points to ensure you do not get confused during the phone call or lose track of your words. 💭
It is better to review what the purpose of your call is in your mind. In this case, you will have better sales calls and reach your desired goal faster.
For example ➜ If you are a software sales marketer looking to sell these services on the telephone, you should examine your customers’ needs in advance and act accordingly.
If your customers are primarily looking for restaurant software, explain it well to the customer and specify its advantages before and state them during the call. For fully understanding the person you are to talk about, you can use CUFinder with its over 98% data accuracy, free trial, and its different enrichment and prospecting services.
2. Confidence
Whether you want to communicate with the customer in person or make the sale over the phone, confidence is important.
Maintaining your confidence during phone sales will positively impact your tone, helping you communicate with the customer in the most appropriate way. In such a case, the customer will be more prepared to make the purchase.
Don’t forget to be confident in any situation! 😎
3. No Multitasking
Try not to do several things simultaneously during a sales call. Because in this case, your concentration will decrease, and the likelihood of your mistakes will increase.
Focus on your call and the goals you have to reach and turning your potential customer into a real customer.
4. Cheerfulness
You must have had a phone call with someone and regretted calling them because they were so dull. Given that we do not see people’s face during a phone call, their voice will significantly impact our minds.
A marketer must have a pleasant and energetic tone to make a phone sale. 😊
So that every listener is delighted by their voice and feels their cheerfulness. This is an essential psychological issue that should be given special attention.
5. No Insistence on Buying
Never try to force a customer to buy with excessive insistence. 🚫
Because this will usually backfire. Unnecessary explanations will waste time, discourage customers from buying, and overwhelm them with information about your product.
15 Forbidden Sentences in Sales Calls That We All Use
There are so many different sentences we must never use in our effective sales calls, which, unfortunately, we usually use them a lot. Let’s see what these forbidden phrases in sales calls are:
1. “I don’t know”
This phrase confuses the customer. Instead, you should gain the customer’s trust with positive and professional answers such as “Let me ask my colleagues/manager.”
2. “Can’t” or “We can’t”
This phrase gives the customer a negative feeling. It is better first to explain the company’s rules and then convey a good feeling with sympathy.
3. “Must”
Using this word creates a sense of obligation. It is better to use respectful and positive sentences, such as: “Please do this to activate” or “it’s better to.”
4. “It is not in our policy”
This phrase is considered an unprofessional excuse. Salespeople should be better listeners and manage customer complaints.
5. “It’s out of my control”
This statement discourages the customer. The salesperson should find the necessary information and respond to the customer.
6. “Wait a moment”
Indicates insufficient preparation of the salesperson. The salesperson should be ready before calling.
7. “I’ll tell the guys to call you”
The customer expects the salesperson to be directly responsible, not to pass the responsibility onto others.
8. “Our product is the best”
Unrealistic claims reduce customer trust. It is better to point out the real benefits of the product.
9. “Hello”
Using only this word is unprofessional. It is better to start the conversation with a respectful greeting, such as “Hello, Sir/Madam.”
10. “I was offering you my services”
This statement conveys a sense of disrespect to the customer. The explanation should be presented again with respect.
11. “To be honest”
It creates doubt about the seller’s honesty. It is better to use clear and precise sentences.
12. “Buy”
A direct order makes the customer uncomfortable. You can use phrases like “Register” or “Sign up”.
13. “Sorry to bother you”
This sentence creates a hostile and annoying feeling not to mention that it literally portrays you as an annoyment. Instead, using respectful phrases like “Is this a good time?” is better.
14. “You won’t find this price anywhere else”
If this claim is false, the customer’s trust is lost and they might actually go and find cheaper products.
15. “We only have this discount today”
If this statement is not valid, the seller’s reputation is damaged. Additionally, are you threatening the customer?
📌 Pro Tips
- Salespeople should be honest, prepared, and professional in phone conversations.
- Listening to the customer’s needs is as important as talking.
- Building trust and making the customer feel good is the key to sales success.
Ten Tips for Speaking in Sales Calls That You Should Know
Speaking on the phone in sales is much more than a simple communication skill; instead, it is a potent tool that aids in gaining customer trust, identifying their needs, and ultimately helping attain more sales. We are going to look at ten important points in this regard.
1. Master Your Vocal Body Language
Yes, you read it right. You need body language even here. Can’t the customer see you? Well, they can hear your voice, and believe me, they can tell your body language from your voice. The tone of voice, speed, and pauses play a major role in influencing the audience.
2. Active Listening
One of the most important skills a telemarketer should master is active listening. This will help you understand all the needs and desires of the customer and make a sound, deep connection with them.
3. Choosing the Right Words
As you read in the previous section, there are some sentences that you should avoid using in sales calls and telemarketing. But you also need to know what to say and what words to choose.
Choosing words is one of the most important elements leading to convincing and compelling communication. Words play a vital role in shaping the mindset and feelings of the audience members and may well affect the bottom line of anything they are involved with.
4. Clear-Cut Logical and Coherent Structure
The regular and logical structure is fundamental while conversing, particularly in sales calls. Such a structure will enable you to clearly and fluently put forth your thoughts, so that the audience will be able to comprehend whatever you are trying to communicate easily.
5. Storytelling Factor
Giving compulsive examples can make an about-to-get-over conversation enjoyable for the customer. Compelling storytelling is an art that helps you connect with the customer and lead him to buy your product or service.
Also read our article on cold calling lead generation.
6. Emotional Management
Among all the important skills that a salesperson has to develop, emotional management is the key. In the stressful sales world, keeping calm and controlling negative emotions will enable you to communicate better with customers and bring better results.
7. Building Trust
Building trust is very hard in a world where we are constantly exposed to fraud, but it is necessary for every sales call. When one trusts you, the likelihood of buying from you is high, so be honest, transparent, answer customers’ questions correctly, provide them with the right information, and master all features of your service or product.
8. Personalizing Communication
It is one of the most imperative things a salesperson can use to build a good, real, and solid customer relationship. Customers will most probably buy from you when they feel that you care about them as a person, not just another payment.
9. Overcoming Objections
Overcoming customer objections is a core competence in every sales and service environment. Customer objections show a problem and an opportunity to better the relationship and the service. In one of our articles, we have discussed and reviewed 30 of these objections, along with the reasoning and how to respond to them.
10. Continuous Practice
Continuous practice is one of the most important factors in improving sales skills. Just as an athlete needs constant practice to achieve success, a salesperson needs to practice regularly to increase their skills.
The Closing Thoughts
When I say effective sales calls, we are not just talking about the tips and tricks that we all know about. I mean the fact that you are to research the one who will answer the call, the personalization, and other things you can read about in our articles about cold calling and telemarketing.
We talk about oratory tips, the things you should and should not say, and even the traps that most of us tend to fall into. Knowledge is power, so read, know, and be more powerful. 🚀
FAQs
1. What is a sales call?
At its most basic level, a sales call is a conversation between a salesperson and a prospect about purchasing a product or service.
2. What is warm calling in sales?
Warm calling is when you call a sales lead who has already expressed interest in your product or service. Unlike a cold call, where you have no proof they’re interested, with a warm call, you do have that proof of interest. Warm calling is the perfect way to improve the success rate of your sales calls.
3. What are the seven steps of a sales call?
The 7-step sales call process includes prospecting, preparation, approach, presentation, handling objections, closing, and follow-up.
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