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5 Things you Should be Doing Before every Sales Call!

Even if you have the best service and you know it will suit your prospects needs exactly, there is a high chance they will not be willing to listen to you anyway. This is why you need to get your prospects attention within the first fifteen seconds of the call, before they have the chance to say no. In order for your call to be successful, you need to prepare. Here are some things you should be doing before you pick up the phone.


1.     Research

Do your research, make sure you know enough about the company, so you are prepared to answer any questions the prospect may have. You need to be able to understand the challenges they are facing and how you can provide a solution to those problems.


2.     Personalize your introduction

If possible, before you call someone, make sure you know who it is you are calling and address them either by name or with a personalized reason for why you are calling. For example, you can start with: “I saw a friend of mine recently {name} … and he said your business might be interested in the services we offer.” Or, you can personalize by mentioning why their business is distinct by saying, “I was looking at your website and I noticed that you do {what they do} and I wanted ask you if we can help you get to {what they want} by using our services which is {explain your service}.” Lastly, you could provide a reason why your service is unique to their business, why it suits their plan and how it can help them.


3.     Have an interesting opening

Having a good opening statement makes your prospect much more likely to listen to what you have to say. When thinking about how you will start a call, pay attention to public holidays, the day of the week, what the weather is like and the company’s latest posts on social media. For example, you could say: “I saw on LinkedIn that your company has been posting about {what they are posting about} and I think the services that we offer could really help you with {whatever it is}”.


4.     Respond to their frame of mind

Be prepared to acknowledge that even if your opening line is perfect, it will have no effect on someone who is not listening. Before you even begin your pitch, you need to make sure the person you are speaking with is in the right frame of mind and they are willing to listen to what you have to say. If the prospect is busy or sounds distracted, offer to call at another time that is more convenient for them. This way you have a higher chance of making a positive impression and they are more likely to listen to what you have to say.


5.     Help or Add Value

At the very beginning of your call it should be clear how you can assist the prospect in adding value to their company. Try to give them details on the specifics of what you can do to help them. Tap into past experiences where a strategy has worked to solve a similar problem to the one that the prospect might have. For example, “I noticed that you are struggling with {what the problem is}. We have dealt with this issue before and would be happy to help you solve this problem by doing {whatever it is that you do}.”


While it is important to prepare and inform the prospect about your product, it is imperative that once you make the call, you let the prospect speak. Webstrategies statistics show that 74 % of people said they would be more likely to buy if the caller simply listened more. If you ask questions and get them to talk about themselves, they will invest more time and effort into the conversation and be less likely to back out.


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