Whether you’re cold calling potential customers or following up on a potential lead, more than 60% of salespeople now conduct their sales meetings either online or via phone. For some sales individuals, this can be a daunting prospect, especially if the majority of your sales experience comes from face-to-face scenarios. However, with the right structure and strategy in place, any sales call can be a productive one. If you’re someone who could benefit from an informative virtual selling report, then click the link to find out more.
In this post, we’ll explore some useful tips that will help you enhance your sales call performance.
Never bad-mouth your competitors
One of the quickest ways to throw cold water over a great sales pitch is by badmouthing your competitors. This self-sabotaging approach very rarely reflects poorly on the company or product you’re trying to undermine. When we claim that another company is untrustworthy or they sell low-quality products, clients tend to attribute those same claims to you, the salesperson. This spontaneous trait transfer will ultimately cost you your sale, so avoid it at all costs.
If a client asks you about a competitor, simply say you’re not familiar with their products or services.
Attach action to those compliments
Giving compliments to your client is part of the sales patter, however, there is some psychology behind this method. As a salesperson, you’re not simply complimenting them to “butter them up” or guilt them into purchasing from you, instead, you’re prompting your client to meet your expectations. For example, if you state that they’re “one of your best clients”, your customer will want to meet those expectations and are more likely to go through with the sale.
Of course, be wary of pushing this theory too far, otherwise, you may come across as disingenuous.
Sitting at your desk all day is bad for your posture and your overall health, and if you’re in sales it can also impact your mood and your approach. Slumped at your desk, repeating the same facts and patter hour after hour is boring and repetitive, but your client shouldn’t know that. By getting up and moving around, you’ll not only feel healthier, but you’ll be able to get into your sales pitch more, you’ll get excited about the product you’re selling and use bigger, bolder body language to get your point across.
Of course, your client can’t see you, but they’ll recognise the passion and enthusiasm in your voice, something which could help you secure that sale.
And finally, don’t bombard
The product you’re selling might have dozens of amazing features, and the company you work for may also come with a huge number of perks that your client will also be entitled to if they buy from you. This is great but bombarding your clients with too much information can make them quickly lose interest, no matter how amazing your product is.
Stick to a few, crucial features and simplify the sales call. Once they’ve shown interest, then you can weave in those amazing extras and hopefully seal the deal.