One of the resolutions a lot of salespeople make themselves (we hope so anyway), is to master the telephone, not to be scared of it and get more business done. So, we thought about it and came up with four very simple New Year’s resolutions we hope can add some value:
Setting goals are vital to meeting a sales quota. You have to close a certain number of deals for a certain amount to hit your sales target. However, it’s just as important to set smaller goals for every task. Too many salespeople call a prospect and aren’t exactly sure why they are calling.
What one or two things do you want to accomplish on the call? Maybe there is a new feature of your product that may alleviate this specific customer’s pain points and you want to get that message across to them. Or perhaps your aim is to move the dial a bit on timing, and you have a plan to push your prospect to close the deal now.
Once you have a focused goal in mind, take a minute to prepare your questions so you can hone in on accomplishing your objective before you pick up the phone.
It seems like a no-brainer, but before any sales call, you should take a minute to quickly review your notes. As a salesperson, you have to be able to pick up exactly where you left off with the prospect the last time you connected, and not waste anyone’s time.
You have to be able to boil down the past activities into one or two sentences. For instance, say, “Hey, I know we left off talking about the budget, so I’d like to begin there”. The customer doesn’t need a refresher course in their entire customer history with you. Review your notes before you pick up the phone and be prepared to keep moving the deal forward, instead of rehashing the past.
Especially relevant in international business, what is your client’s preferred name? Are they Robert, but like to be called Bob? Do you put the emphasis on the first or second syllable of their name? Do you even know how to correctly pronounce their name? And if you are calling someone from another country or culture, are you aware of that and addressing them properly?
It’s very important to get your customer’s name right. If you are unsure of the right pronunciation, use a website, like www.pronouncenames.com to have the name read aloud to you.
We can all agree that people like to buy from likeable people. Sounding happy and positive on all your sales calls is important in getting your prospects to like you.
The tone of your voice conveys your mood. Positivity will shine through on the phone if you have an upbeat rhythm and pitch to your voice. So, before you make your next call, begin by smiling.
It may sound silly, but go ahead and try it now. Take a deep breath in, exhale out, smile, and then pick up the phone. This will put you in a good mind-set to portray not only yourself better, but also the benefits of your company in the most positive light.
Before you hang up the phone, be sure to schedule the next call with your prospect. It doesn’t matter if you are setting up a time to demo your product for their top decision makers, or just finding a time to follow-up again on your proposal. You have to get a next step on the books.
For more information on how HMC can help you get the best from your sales team, contact the team on firstname.lastname@example.org
In the meantime, here are a few blogs that you may be interested in reading: