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:
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:
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.
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.
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.
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.