Sales calls are made between a sales representative and a potential client about purchasing a product or service. The calls are most likely conducted either via a video call or in person, and it involves several sections which include the setting of the plan by the sales representative, marketing of product or service, a demo, client’s objections and the representative responses, negotiation from both parties, and defining of the next steps. After all the steps and both the prospect and sales rep agree verbally, the sales call is closed.
1. How to Prepare for Sales Call
During the sales procedure, the better part of the preparation, including the research on the potential client and credentials, happens a few days before the rep’s scheduling of the sales call. Here are some of the preparation tips specifically on the sales call:
- Set prospect’s expectations. To avoid any surprises during the sales call, you need to find out your prospect’s needs as you are already well conversant with the product solutions and expectations that might come along.
- If you don’t do enough groundwork or a breakthrough session on your potential clients, you will find it hard to understand their needs fully, and as a result, your sales pitch might not frame the product or the service as a solution to the unique prospect’s problem.
- Create a tailored presentation. To avoid struggling with understanding the prospect during the sales call, create a tailored presentation specifically addressing the needs. Always remember your prospect’s preferences regarding communication and engagement during your pitch preparation because some clients appreciate having interactive content or a video while others prefer standard slides.
- Prepare a demo. Consider having a presentation video or an interactive demo to impress the prospect with your delivery during the sales call. Let it not exceed ten minutes and if need be, prepare the lead demonstrator so that they know how to highlight some of the particular features that cover the prospect’s needs.
- Outline the most likely objections and how to respond. When preparing for the sales call, always expect objections even if you did your research well and have the ideal solutions to the prospects’ needs. To counter this inevitability, you need to determine the possible objections from your prospect and how you will respond to them and use them as a backing during the call.
2How Sales Call Help with Leads
Different types of methods can be used to handle different types of calls to help with leads for your business. It is recommended that your sales representative should be well knowledgeable when it comes to making the perfect sales call. Take a look at the different types of calls.
3. Cold Call
Some potential clients sometimes show no indication of receiving calls from a salesperson or have not expressed previous interest in making a purchase. Due to this, there is a need to outsource sales calls to find the lead’s needs and pain points.
The contacts for this type of call are usually collected by marketing and sales professionals from public records information which is a nontraditional means and can also be purchased. When effectively used well, there is an immediate feedback response and personal connection. It is the most relatively cheap method to inform prospects and generate contacts.
4. Warm Call
Warm calling is a type of call, visit or even email where the sales representative has had previous contact with the potential client. It is important to note that you don’t have to do sales during the warm call. It will be wise to use the opportunity to set up an appointment or virtual meeting.
Using effective channels such as social media portals and text messages as a warm calling can generate new leads by allowing the prospect to reach out directly or indirectly to your business by commenting on the blogs and sharing your articles with a partner.
5. Sales Appointment Call
This step is critical as it helps sign more clients and increase your business revenue. Having sales schedules meetings with the prospects creates the opportunity to convince them to make purchases of your products or services. When you know how to make successful appointments, you can boost your chances of generating business.
6. Follow Up Call
This is where the prospect’s progress towards your service or product is monitored. Most sales representatives miss this stage, so you need to be keener. You will be able to measure the lead’s position on your products and services and also have the chance to nurture prospects.
Conclusion
When the steps mentioned above are followed effectively during your sales calls, then be sure to acquire new clients and improve your business.
