Anatomy of a Stellar Strategic Sales Call

In the sales field, there are many different ways to generate a sales lead. The method that is most difficult to close a sale is phone calls. Not only are phone calls impersonal, but if the target did not request to be called you can wind up inconveniencing them, which will never result in a sale. However, there are some things that one can do to increase their chances of making a sale over the phone. Anyone who is an expert in phone sales will tell you there are very strict unspoken rules you have to follow in order to be successful in phone sales. Here a few tips for making a good call – included is the anatomy of a stellar, strategic sales call.

Introduction

This is sometimes the most important part of the call. This is the part of the call where you know if you have any chance of making a sale, as most people will ask you not to call them anymore or just hang up if they are not interested. This is your one and only chance to reel the target in, so it better be good. Always be polite, listen attentively and be sincere. Think of phone sales as providing excellent customer service while making a sale. If they interrupt you stop talking, listen to them and always display good manners. You called them; don’t be rude, short or even worse hang up on them, no matter what the situation is. Have some class and display professionalism under any circumstance. Get to the point quickly. A good introduction may read, “Hi Mrs. Jones? Hello, my name is Jamie and I work for JLAB Industries. Is there any chance you may have the time to listen about a new powerful all natural dietary supplement that costs 29.99 for 60 capsules and has no side effects?” You have been respectful, introduced yourself and got straight to the point as to why you called them and interrupted their busy day. The potential buyer has everything they need to know to make an informed decision about whether or not to continue the call.

Question and Answer

No matter how bad you want to just say your speech and close a sell, this is not up to you. The target may interrupt your product description or sales pitch at any time and ask questions. Once again be polite and answer any of their questions. It is important that you do your research ahead of time, because if you are unable to answer even one question, the sale is as good as lost. If you are unable to answer any questions it is an indication that you did not do your due diligence and are just calling them to make a dollar. Yes the point is to make money, but it shouldn’t feel that way to a potential buyer. You should make the target feel as if you care about their life and you are providing a valuable service to benefit them in some way.

Closing and Follow Up

This is your chance to ensure that the customer, whether they bought your product or not, makes referrals to their friends. If they have listened to you all the way to your closing, it means there is some interest in your product. If they weren’t able to buy anything today give your contact information so that if they change their mind they can call back and place an order. Giving your contact information also sets you up for other potential clients, because they may know a friend who could benefit as well. If they purchased the product you want to make them a loyal client so they reorder through you. If you call them back and check on them after they have had enough time to try the product, they will feel like you genuinely care about them. As a result you have maximized your chances of a reorder, and referrals to their friends.

Doug Dvorak is the CEO of The Sales Coaching Institute, a worldwide organization that assists clients with productivity training, sales training and sales coaching. Doug also delivers keynotes and workshops, as well as other aspects of sales and marketing management. Mr. Dvorak’s clients are characterized as Fortune 1000 companies, small to medium businesses, civic organizations and service businesses. Mr. Dvorak has earned an international reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education and success training. Doug can be hired as a Virtual VP of Sales or Fractional VP of Sales for your company