Telephone sales calls are often a big part of a sales person’s day. Not only are outbound sales calls something that need to be executed, but they are also a big factor in the sales person’s ability to generate leads and results. With that being the case, focusing on how to improve this area can have a big impact on sales performance and there are clear things that can be done to drive improvements
1. Identify your core value
You likely sell a set of products and services. And you probably know the different features and benefits. But what do you have to offer the prospect in terms of value and specifically business value. How are you able to help the prospect’s business? This must be at the front of your mind so that you are able to focus what your conversation with the prospect around this.
2. Identify your ideal prospect
What does your ideal prospect look like in terms of title, department, industry, size of company, current environment, etc.? By clearly knowing what the prospect you fit best with looks like, you will stand to improve results when making telephone sales calls.
3. Perform sales research
Performing some amount of sales research on your prospects and the industry that they are in prior to making outbound sales calls can only stand to have a positive impact on phone conversation and sales results.
4. Use an outbound sales script
Having some sort of cold call script prepared ahead of time will greatly improve results. For some people, this would be a word for word script for what should be said during the telephone sales calls. For others, this may be more of an outline of points that can be made and questions that can be asked. Either way, having something to work from will greatly improve your ability to establish and control conversations.
5. Prepare for cold call objections
You will get cold call objections on every call. These are statements that the prospect shares to try to end the call like “I am not interested” or “Just send me some information”. There are only about 10 of these that you will consistently run into and you can greatly improve results making telephone sales calls by simply scripting out responses that you can deliver to these to keep the calls going.
6. Create a routine
Create an outbound sales routine where you have time that is set aside specifically for cold calling. This will not only improve your consistency with getting in solid phone activity, but will also improve your mental mindset for dealing with the mental challenges that come with cold calling.
7. Qualifying a prospect
Not every prospect that you call and reach will be a good fit. Instead of assuming that they are, ask some questions qualifying a prospect to make sure that it makes sense to keep talking. This will not only make sure leads you produce are good, but can also create better conversations and better rapport with the prospect.
8. Uncover prospect pain
Are the prospects you reach great, ok, or could be better in the area where your products impact? This is a key question to answer because if you can identify that things are just ok or could be better, you have just identified valuable information to use during the call and throughout the sales cycle.
Launch Pad Solutions provides cold calling coaching helping sales pros with making telephone sales calls.
|This article was published on Saturday 05 May, 2012.|
|Back to main topic: Sales Prospecting
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