Sales Call Strategy: Everything You Need to Know
Phone selling is a must-have skill for salespeople. But unfortunately, in-person sales skills don’t necessarily translate to phone calls, where you don’t get the benefit of seeing your prospect’s expression, body language, and other non-verbal communication. A few of the factors that go into successful phone selling include:
- Developing and deploying effective cold call scripts
- Knowing how to handle getting stuck in a prospect’s voicemail system
- Building rapport when you aren’t face-to-face with your prospect
- Being able to qualify or disqualify prospects
- Maximizing your efficiency by tracking calls and streamlining your outreach process
- Asking the right questions to get the information you need to close the deal
If you’re falling short in any of these areas, the resources below will help get you up to speed. Check them all out, or pick and choose based on your biggest needs:
Wendy Weiss of coldcallingresults.com shares her tips for a) creating your own cold call scripts, rather than relying on ones you find online, and b) how to use them on calls to sound competent and structured while still sounding human.
A thorough overview of the steps to take before the call, how to conduct yourself on the call, and what to do after the call to improve the quality of your sales calls and close more deals.
Don’t over complicate the cold calling process. This step-by-step guide gives you an easy-to-follow process that focuses on the core elements of effective cold calls (and helps to keep you from annoying your prospects).
Cold calling sales scripts are everywhere, but it’s impossible to stand out if you use the same templates as everybody else. In this article, Mailshake founder Sujan Patel shows you how to build your own scripts – without reinventing the wheel.
Not getting the results you want from your cold calls? These tips from Rune Ersgard will help you get into the right cold calling mindset, use scripts effectively, and connect successfully with your top prospects.
On a sales call with a new prospect, you’ve only got a few seconds to capture attention – so you’ve got to make your intro count. Check it out for appropriate cold call openings and goals for initial connections.
If you’re ready to try going off-script, check out Jason Bay’s take on how to open cold calls effectively, leverage your notes from past conversations, and use question stacking to hook prospects in this article.
Contributor Joe Latchaw writes in this article that, “There are no shortcuts on the road to success.” But you can learn from his expertise on everything from call timing to developing the right mindset for cold calling success.
Planning your call
Selling over the phone requires a separate skill-set – one where the value of non-verbal communication is taken out of the equation. Check out this article to learn the CAT Framework for mastering your phone-selling mindset.
Call mapping involves being prepared for future sales calls with bullets and talking points, developed through educated guesses and obstacles you’ve anticipated. Learn how to do it in this article from Sujan Patel.
Make no mistake: even though discovery calls are for qualifying or disqualifying prospects, they’re still sales calls. This seven-step process will show you how to use them correctly in your sales process.
Don’t waste time drawing out the prospect qualification process. Instead, use sales discovery calls correctly to streamline your workflows and free up time for more active selling.
80% of calls wind up going to voicemail – and that includes many of your sales calls. Be prepared with a voicemail drop strategy that supports your prospecting goals.
In the market for a new call tracking software app? Take a look at this round-up of 17 tools that meet our criteria for being intuitive, easy-to-use, scalable, customizable, and feature-rich.
You’ve got a lead lined up, but how do you know if they’re a good fit? Use these eight qualifying questions as part of your sales discovery process to make sure you’re talking to the right people.
Expand your sales qualifying arsenal further with these additional questions. Review not just the questions themselves, but the logic behind why they work as well.
Even though most salespeople call prospecting a top concern, it’s really lead qualification they should be concerned about. Here’s how to do it well, using this eight-step process.
For another way of looking at lead qualification, check out this article, which covers the NOTE Framework used by Sean Burke, SVP of Sales at LivePerson, to qualify leads in their own terms.
Handle yourself on the call
Building rapport doesn’t always come naturally – even for salespeople. The suggestions here will help you forge connections and avoid relationship-killing missteps when connecting with prospects on sales calls.
It’s easy to understand the value of listening on sales phone calls, but it can be surprisingly difficult to execute. Get back to the basics with these tips on effective listening.
There’s nothing worse than holding time on your calendar for no-show prospects. And while the steps in this article won’t guarantee your prospects’ attendance, they’ll go a long way towards minimizing missed meetings.
Sick of asking about the weather? The local sports team? These six rapport-building questions will help you engage prospects on your next sales call without falling into small-talk cliches.
If you can’t get the information you need from your prospects, you can’t close the deal – it’s as simple as that. Learning to ask probing questions as part of your sales process gives you all the ammo needed to land the sale.
Stop giving your prospects easy outs with yes-or-no questions. These open-ended sales questions will keep them talking until you have all the information you need to close the sale.