If you have trepidation about picking up the phone for a sales call, you are not alone. Many people feel overwhelmed at the thought of speaking on the phone, especially when the purpose of a phone call is to ask for someone’s business. Sales calls can be intimidating, but when done right, they can be incredibly effective tools for your success. If these calls aren’t working for you, it may be necessary to rethink your strategy and change the way you approach these conversations.
When making a sales call, it’s important to do your homework before dialing. You have to know who you are about to speak with and why he or she could benefit from what you are selling. How can you add value to this individual’s life? Why will your product or service be beneficial to this person? You need to be able to answer these questions with certainty before you make the call.
Communicating on the phone can be tricky when one can’t see facial expressions or body language. Your tone of voice should be warm and inviting, but you don’t want to come across as fake. One common reason why sales calls often fail is the potential client feels pushed into make a decision or believes the salesperson is being manipulative. You have to be aware of how you are speaking to your potential client, down to your inflection and word choice.
It may help to think of your sales call as a conversation instead of a performance or speech you are trying to give. Approach your calls with the perspective of finding out how you can help the other person, not how the other person can benefit you. This shift in perspective can help you come across as more genuine, something that can be critically important for success in sales calls.
By Meagan Kerlin for Vertu Marketing LLC