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Eight Steps to Nailing a Sales Call

Written by: Flo Schell

Article Overview: If you’re in business for yourself, you’re probably pretty excited when a prospect calls you, instead of the other way around. The only downside is if you aren’t prepared ahead of time with what to say. Here’s what to do with that all-important call.

Eight Steps to Nailing a Sales Call

If you’re in business for yourself, you’re probably pretty excited when a prospect calls you, instead of the other way around. The only downside is if you aren’t prepared ahead of time with what to say.

Here’s what to do with that all-important call:
1. Ask your prospect what prompted them to call today.

2. As they respond, listen for need, emotion, and urgency.

3. Acknowledge what you heard, as in, “I understand why you called now. I’m so glad you decided to reach out. You really sound ready to make this decision.”

4.Ask your prospect: “Are you very familiar with our products and services?”

5. Listen again carefully to the answer. Is there a connection you might have in common with this person, a way to deepen the new relationship?

6.Whatever the response, ask your prospect: “May I take a few moments to make you comfortable with what we do?”

7.While explaining your business briefly, be sure to highlight the benefits that only you offer to meet this prospect’s needs.

8. Gently move your prospect to the next step in your sales process.

Related Articles
  Why Follow a Sales Process?
  Your pre-call & post-call checklist
  Why Following Up To a Sales Meeting Could Give an Aspirin a Headache Unless You Do This One Thing
  Referrals in Marketing Work When Your Actions Have This One Key
  Setting Call Objectives

Article Tags: downside, emotion, few moments, relationship, urgency



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