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5 Tips to Making a Successful Sales Call

Posted August 23rd, 2012 in Small Business Tips and tagged , by Brett

The telephone has long been the primary source of communication in business but slowly that has changed. With Email and Social Media, communication can now spread infinitely faster and customers and clients can find out everything they need to know about you online. However, the human element of the telephone cannot be replaced. Sales Calls can still be a resourceful tool to increase sales.

Here are a few tips that can help you form a successful sales call:

1. A proper introduction can go a long way

When you call your perspective client you should always introduce yourself and your company. “Hi, my name is Bob; I’m calling from Citymax.com, the Easy Business Website Builder.” If you are cold calling your leads, you might want to keep it more general, “Hi, my name is Bob from Citymax.com, and we’re a company that enables you to build an affordable website for your company.” Your goal is to keep them on the line as long as possible, so try to find an introduction that keeps them intrigued in what you are saying.

2. State the purpose of your call

Try to phrase the purpose in the form of a question. You are more likely to get a good response when you make them answer a positive question. Once you have gotten your positive response to your question, you can begin the process of giving them the required information that they need to buy your product. Always talk about the benefits that the product provides your client, not just the product itself.

3. Qualify your prospect

The qualification process is the most important aspect of a sales call. You only have so much time in the day, so wasting time on a lead that has ultimately no interest in using your product takes away time you could be talking to someone that does. Once you have completed your introduction, you need to ask the right questions that not only qualify the client, but also put you in position to make a sale. Get to the point as quick as possible, and try to get in touch with the person in charge of buying. It’s great if you build a rapport with someone but if that isn’t the person who makes the buying decision, that relationship will be all for naught. At the end of this process, you should know exactly what you need to do to earn their business; otherwise it will be an uphill battle trying to make the sale.

4. Ask for the sale

This is the one thing that can set you apart from becoming a good salesperson. There is no shame in asking and pursuing the sale in your initial call. If the call is positive and you feel that the client has bought into what you’re selling, ask for the sale and close the deal right there and then. Here’s an example:

“Jeff, it sounds like CityMax is exactly what you are looking for as a way to grow your business and make sales online. Let’s get you signed up so we can secure your domain name and get you started right away.”

5. A new call = A new attitude

Not every call you make is going to be successful, but it is important to move on from a failed call immediately and not let it affect your next call. Tone and confidence is everything in a sales call. Every new call you make is a new opportunity, so move on quickly and don’t let past failures affect your tone of voice or demeanor on the phone.

Try a couple of the above tips into your next sales call and enjoy success!

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