Phone Sales Tips: Do These 5 Things to Ensure Cold Calling Success
When it comes to phone sales tips, we could spend weeks, months, and… heck… maybe even years talking about what works.
If you’ve been in sales for a year or more, you probably have your own tips and tricks. I am fortunate to have gathered quite a few foundational tactics that work day-in and day-out.
Today, I’m going to share 5 of them with you to ensure your team has success!
Let’s get started.
1. Don’t Call the Prospect Back at the Same Time
Many SDRs get this phone sales tactic wrong.
Prospects, like us, are creatures of habit. Each day, they go to work, take lunch, leave, etc. — usually at the same times. Because of these routines, they’re also quick to identify the things that happen on a routine basis.
Like getting a robocall from the same number every time they’re ready to take their break. After a while, they begin to expect it.
That being the case, if you call the prospect every Tuesday at noon, it is going to become clear to them, and they will avoid you.
Fortunately, the solution to this problem is easy. Just randomize your calling so it’s harder to be screened.
This mixes up your day, which can be pleasant. It can also help your numbers. If you become too routine-driven, you’ll start avoiding making that call and you’ll eventually see lower numbers because you’re disqualifying prospects simply because they’re not answering your calls.
Don’t make this mistake. Vary the times you reach out to a prospect to ensure you get through.
2. Research, Research, Research!
Similar to calling at the same time, a big phone sales mistake I see too often is calling without the proper research. (Actually, this applies to cold calling and emailing.) When you fail to research your prospect, you are likely going to be pushed off for one of two reasons.
First, without research into who your target is and what they do, you can’t deliver value.
Not doing proper research into the prospect communicates that you don’t care about them — you only care about what you can get from them.
Even the smallest efforts are appreciated. Let’s say you reach out to a prospect and lead with a recent achievement — say, an event, award, or project they were involved with. They will appreciate the time you took to discover this.
Also, people love nothing more than to talk about themselves and their achievements, so you will be able to scratch that itch as well.
Second, until you do some real research, you can’t prescribe the right product/solution.
How do you know your product or service will benefit the prospect if you haven’t researched them? More often than not, a prospect will sniff this out because you will go right into your pitch without referencing anything that pertains to their company.
How do you do effective research?
A few of great tools and tactics I use daily for research include:
Discover.org – This is a great place to not only find company/contact information, but also the current technologies a company is using. This is especially useful if you’re in SaaS sales.
Crystal Knows – I learned about this at a previous career stop and have used it ever since. It’s a fun tool to get to know the personality of your prospects. All you have to do is create a profile and use a Google Chrome extension (along with Crystal’s Personality AI) to gain access to a wealth of knowledge that was once hard to figure out without a lot of previous outreach.
Company Websites – Simply reviewing the company website is a simple research technique that doesn’t require a subscription or tool. You can gain access to key people, read recent articles, learn about awards, and more. You’ll be amazed at what you can learn just by browsing their main pages and scrolling through their blog.
Take the time and get to know your prospects. They will thank you for it!
When you think of phone sales tips, sorting your call list should be one of the first things you do to start your day.
While there is nothing wrong with doing blitz-style calling (in fact, I encourage this to be hyper-focused for a matter of time on subsets of prospects), I would encourage you to take time in the morning over coffee or your breakfast to go through and sort your calling list.
As an SDR (Sales Development Representative, this was always the first thing I did after arriving at my desk, powering up my computer, and looking at email.
The most effective technique for me was to first sort by last call date, and then for those with a specific follow-up date assigned to the account.
If you’re currently using a CRM with access to this feature, USE IT!
Our current CRM achieves this through “Creating a Task,” and an email is sent to my inbox when the call is due. This reminder email includes information such as company name, contact phone, and contact email. I can then view the task, which takes me right to the unique contact record.
Phone sales tips are only as good as you make them, and your pitch is no exception. When I was an SDR, I practiced my pitch morning, noon, and night. I would find a mirror and watch for facial expressions until it seemed like my pitch was a conversation.
When my pitch wasn’t as effective as I would like to be, I would often turn to colleagues at a nearby desk and demo what I was using. More times than not, they would offer really great insight to something I was missing, or they would be really thankful because my pitch provided the missing ingredient for theirs.
Nobody woke up and was gifted the perfect pitch. Sure, they may have advantages in certain aspects of it, such as tone and pace, but in order to be a master, you have to put in the work.
Don’t let anyone fool you. There are no shortcuts on the road to success.
While this may seem like the easiest sales call technique I mention in this article, it’s probably the hardest to execute.
From our first day in sales, we are equipped with so much information about our product or offer, we naturally want to share it with everyone. For lack of a better term, we “verbally vomit” all over our prospects without even listening to the words they are trying to get out.
Actively listening is a huge key to building rapport because the prospect will appreciate you paying attention to their concerns, or even just the bad day they could be having.
If you continue to ignore or talk over your prospects, they will eventually lose interest, which will lead to them avoiding your calls or copping out altogether.
This is not due to your product/service, but because of YOU.
Listening to your prospects can help avoid miscommunications. When we interject quickly or interrupt frequently, this could confuse them about the purpose of your call. Allow your prospect to speak, as it only benefits the both of you!
These are the top 5 phone sales tips every sales rep needs to succeed, but there are many more.
What’s your best phone sales tip? Share in the comments below.