How do you feel when someone books a sales call with you? Happy. Excited. Dancing around the room because you have a new prospect. Then… BANG, the nerves start to take over. What if they don’t like you. What if you get tongue-tied. And before you know it, the initial excitement is long gone!
Believe me, we’ve all been there! But, once you learn how to harness the power of communication, you’ll be able to confidently conduct and structure sales calls all day long. Let me tell you how…
1. Get in the right headspace for your sales call
They’ve booked a call with you for a reason! They’ve seen what you do, and they like the sound of what you have to offer. Don’t let those limiting beliefs or self-doubts mess with your head. If limiting beliefs is something you struggle with, I wrote a whole post on How to Overcome The Fear of Failure.
Sales calls doing get easier the more you do. I find having my own little routine before jumping on the call helps to mentally prepare me. It might be lighting a nice candle in your office. Clearing your head by writing in your journal. Or, making your favourite froffy coffee.
2. Getting prepared for your sales calls
It’s totally normal to feel nervous before a sales call. But if you’re prepared, you can reduce a lot of the anxiety that comes with it.
Do your research. Find out what it is they do, who they help and how that might fit with what you offer. Stalk their website and all of their social profiles. Write down some questions off the back of your stalking mission findings (it will help show you’ve done your research).
When the day of the call arrives, make sure to have their website or any other relevant information open. Write yourself a little agenda/ talking points. You can even use a script if you want to.
3. Asking the right questions
Sales calls aren’t just about you being the right person for them. You need to know if they’re right for you too!
Here are some questions you might want to ask:
- What is the main goal you want to achieve in your business within the next 3 months?
- What are the roadblocks stopping you from achieving your goal?
- If you could wave a magic wand, what would be the first thing you would fix?
- What would be your expectations if we were to work together?
- What is your budget? (everyone hates this question, but you need to know if they’re ready to invest)
4. How to listen and take notes during a sales calls
This one is a given. But, listening carefully and taking notes at the same time can be difficult. You get so engrossed in the conversation, you get to the end of the call and realise you’ve not written anything down. Here are a few tips for helping you do both:
- Show them your listening by focusing on the camera (not looking around the room)
- Write down any keywords of phrases and fill in the gaps after the call
- If they’re speaking too fast, don’t be afraid to say “can you give me a second; I want to write that down please.” Or, “That a really good point; let me write that down!
You can even take it a step further by asking the prospect if they’d be happy for you to record the call. That way you won’t miss a thing.
5. Painting a picture and selling with confidence
Like I mentioned in point 1, they’re already interested in what you have to offer. They wouldn’t have booked a call with you otherwise. During the call, put emphasis on your strengths and paint them a picture of what their life could look like if they worked with you.
Help them visualise their dream life. It might be having more time to focus on launching a new income stream, the confidence to show up as an authoritative and land more clients, or giving them the knowledge to fast track their business goals.
Whatever it is, remember that great conversation is key to a successful sales call. So, treat the call more like a conversation with a friend instead of an interrogation or pitch.