4 Ways To Improve Your Next Sales Call

Even though you’ve done it plenty of times, hopping on a sales call can still raise your blood pressure. It’s the anticipation of needing to hit your talking points. It’s the uncertainty of how the potential client will respond. It’s the rush of making the sale.

No matter how you slice it, sales calls are exhilarating. But there are always new strategies you can try to make them even better. Want to take your client calls to the next level? Put these improvement techniques to the test.

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1. Use Tech To Showcase The Product Or Service

It’s common to walk through your product or service with the help of a deck or a document. You share your screen with the client to follow along as you dive deeper into the value of your offering.

Poor internet connectivity or slow load times, though, are out to disrupt your perfectly planned presentation. Luckily, technology can help make this issue a thing of the past.

Instead of sharing your screen and walking through your deck live, take time to pre-record your presentation with a screen recorder. The process is simple and can be done at any point before your call. Set up your computer like you would for a sales call.

Then, start the screen recorder and walk through your demo, deck, or other materials. When you’re done, the software will have a sharable video recording of your screen.

Even better, the recording can be viewed in real time with your clients and used as a follow-up reference tool. That gives you more time to focus on what you’re saying instead of fighting a slow connection.

And it empowers your potential clients to show their leadership without the hassle of scheduling another call. That gives you more time to prepare for your next client conversation.

2. Practice Active Listening

Sales calls are more than just highlighting the features of your offering and hitting talking points. They’re also about relating to people and hearing their wants and needs. Failing to do that can be the difference between making the sale and not.

As such, actively listening is essential for working in sales.

What that boils down to is focusing on what the client is saying without distractions. Put your phone away, turn on ‘do not disturb,’ and give your undivided attention. Closely track what they’re saying and offer solutions or clarification when you can.

Make eye contact if you’re face to face and avoid a messy, distracting background if you’re working remotely. These may seem like small details when you’re talking about a sale, but they can make a big difference.

Of course, it’s easy to get so focused on the objectives of the call that you forget to listen actively. But the ability to showcase what you’re selling while also making potential clients feel heard separates the OK from the great.

It just might be the difference maker you’re hoping for.

3. Stick To Your Agenda

When you set a meeting with a potential customer, you’re covering a lot of bases. You need to explain your product, address their needs, and answer questions. And that’s not to say the conversation only touches on those topics.

Tangents are possible, and they happen more and more if you don’t get them under control. That’s why creating a realistic agenda you can stick to is so important.

The good news is that you can create an agenda template you update for each call. That way, you’re not forced to start from scratch every time. Start by thinking through the main objectives of your sales calls.

Are you introducing yourself to build rapport and then showcasing the features of your offering? Or is it more structured than that with a strict timeline to hit all your talking points?

Use this information to inform your agendas so they work for you. With the completed agenda in place, you’ll be well-prepared for your conversation. And the routine of it all will make it that much easier to stick to.

Before you know it, you’ll be leading efficient, effective sales calls all the time.

4. Plan For Objections

As much as you stand by your product or service, there will be aspects your potential clients push back against. They may have a niche problem they’re not sure you can help solve. They may like their current provider and be hesitant about making a change.

Or they could see the value in what you offer but be apprehensive about the cost.

These are all common happenings during sales calls, so don’t worry. One way to prepare is by equipping yourself with answers for the most frequent objections. If cost is a concern, think about sharing available options with fewer features.

If making a change is holding people back, think about creating a transition guide to help guide them.

If you can anticipate potential client concerns, you can get ahead of them. Worst case, they don’t buy in but know more about your product or service. Best case, you come across as prepared and make the sale.

Either way, you’re better off having put in the effort to think ahead.

Sales Call – Sell Away

Will you close the deal on every call? Probably not. However, implementing these approaches can only help boost your ability to find the right customers for your product or service. Ultimately, that will lead to a growing business and a successful sales career.