Calling strangers and asking them to do business with a company is no easy feat. The thought of asking people to shell out pounds can be stressful for even the most experienced sales professionals. That’s what makes the sales profession so challenging.
Although the prospect is in control of the final outcome, a salesperson can have a major influence on the prospect’s decision during the call. How can a sales professional influence the decision of the prospect and increase the likelihood of closing the deal? Here are some tips which is discuss by Alex from Health Links & VM Interactive that you can follow to achieve your sales objectives.
1. Research the Prospect
The more a salesperson knows about their target customers, the more confident they’ll be when calling them. This leads to better results.
Before calling a prospect, a sales professional should check out their website, Twitter feed and LinkedIn profile to understand the prospect’s business and interests. This will help the sales professional know how they should approach the prospect.
Researching a prospect allows a sales professional to understand why the prospect would be interested in their offer. Then, they can reach out to the prospect to discuss it.
2. Prepare a Script
A sales professional only has a few seconds to introduce themselves and present their offer to the prospect. A script will ensure that they know what must be said. A sales script should have a compelling argument that shows to the client the true value of their offer. The script should also have a brief introduction of the business. Moreover, it should include asking the prospect if they’ll be interested in staying in touch with follow-up emails to maintain a relationship with prospect.
Often time, a sales professional will hit voicemail. Therefore, they should prepare themselves for such a scenario. The prospect is likely not going to reply with a call back. Thus, the sales prospect should clearly describe how their product or service can help the prospect to ensure that the prospect picks up the phone the next time they call.
3. Use a Strong Opening Line
The opening line of a call is what allows a prospect to decide whether the sales professional is worth talking to or they should just hang up. So, a sales professional should prepare a compelling and strong opening line that immediately captures the attention of the prospect. They should use their research about the prospect and personalize the opening line to make it sound more appealing to the prospect.
4. Be Prepare To Think on the Fly
Although the script is essential for a sales call, it doesn’t mean that the sales professional should read everything from the script. A sales professional should be able to improvise during the call. For instance, sometimes the prospect may not have enough time to listen to everything the sales professional has to say. So, if a prospect sounds like they are in a hurry, the sales professional should simply suggest that they can speak at a more convenient time.
A sales professional should not expect to speak with a prospect one time and close the sale in just a single call. Usually, prospects take more time to make their decision. They first understand the offer and then arrive at a decision if they find the offer useful. Therefore, a sales professional should try to keep the conversation sweet and short. They should then ask the prospect to follow up through email to explain the offer in detail. This will allow the prospect to understand the offer and also give them more time to think about it. A prospect will feel that the sales professional is not pressuring them or forcing them to take their offer, so they’ll likely be more interested in doing business with them.
Calling prospects can be frustrating and rejections can be emotionally painful. But, that is part and parcel of the sales profession. According to the cold calling professionals at Servme, sales professionals should realize that it will take several attempts to close the sale and many times a prospect will simply reject the offer. Rejections are alright and sales professionals should never be discouraged by a few bad calls. They should keep a positive attitude and keep learning from their mistakes. Sales professionals should work on the tips highlighted above to increase their chances of closing the sale.