I’ve put together a short list of selling tips that have helped me when i’m selling over the phone. You’ll notice that all of these are very much in YOUR control. Success is up to you, not me. If you’re willing to put the work in, then it’s simply a matter of time before you start to see results. These selling tips should help.
9 Selling Tips To Improve Your Sales Calls
If you want to be successful in your inside sales role, then you must have a positive attitude. You will hear a lot more no’s than a yes so it’s important to remain positive every single day. I’m not saying you can’t ever have a bad thought cross your mind, but you simply won’t be successful if you consistently play the victim.
This goes with having a positive attitude. If you’re smiling while you’re talking on the phone, then the person on the end will notice. And they’ll notice if you’re not smiling. Fake it until you make it, if you must.
I firmly believe you will attract customers that are similar to you. There’s no reason not to be yourself as you make your daily calls. The conversations you have will be better and when you go home for the day, you’ll be able to walk away knowing that you didn’t try to be anything other than yourself.
You want to be genuinely curious about the people or companies you’re talking with. When you are, then the conversations are more about how your product/service can help and less about how much money you can make. Money is absolutely important and will obviously be on your mind, but you should be trying to help the companies you’re calling.
Ask Lots Of Questions
This goes with being curious. The more questions you can ask, the better understanding you’ll have of the challenges, expectations, and process that is currently happening. You want most, if not all, your questions to be open ended to encourage more of a conversation rather than an interview.
Listen More Than You Speak
There are lots of stats out there about how much a sales person should listen versus speak. The one I like is 70% listen, 30% speak. That seems to be the best ratio when both parties are fully engaged in the process. It may change from call to call but as a general rule, you should error on the side of your prospect speaking more than you.
You could probably put this with being yourself but I know for some of us, this isn’t always the easiest. You should use your manners and show respect to every single person you speak with over the phone. It’s just common courtesy. And you never know who you’re actually speaking with, it just may be the owner of the company. Always show respect.
Ask For A Next Step
If you’re not moving through the sales process i.e. from a prospect, to discovery, to presenting, etc then your call is a waste. Ask for a next step every time you talk to your prospect. The next step might be as simple as another conversation or it could be an opportunity to do business. Regardless, you should ask and have a next step in mind.
Practice makes perfect. If you want to be the best you can be, then you’ll have to work at it. That may be “live” training of making a ton of calls or it may be done in a training environment by doing mock calls. Either way, your goal should be to be a little bit better today than you were yesterday. I usually practice on the way to and from work. I’m sure people look at me like I’m crazy, but I figure as long as I don’t start talking about to myself, I won’t be considered crazy. Well, maybe I still am.
I’m sure you’ll find different selling tips as you do your research on becoming a better sales person. These have helped in my quest to be the best version of me. And just like anything else, there’s always room for improvement. If you want to be the best at something, you can never settle. You have to be a student of educating yourself.
You may also like cold calling strategies for additional help with your calls.