10+ Tips For Successful Phone Sales

If it is preferable to opt for a face-to-face appointment to make a sale, the telephone may be preferred if a large distance separates you from your prospect.

This means of communication can however be destabilizing because you do not see the face and the gestures of your interlocutor, however heavy with meanings.

To be successful in your telephone sale, you must be methodical and well prepared, before, during and after your telephone interview. But do not panic! We reveal our best advice to make your call successful and convert your prospect.

Before the telephone interview

There are some certain things to be done before attending to a telephone interview.

Now let’s check them below.

1. Do research

The more you know your prospect, the better you will be able to meet their needs.
Do not hesitate to look at his LinkedIn profile and learn about his sector of activity by visiting his website.
If your potential client has a blog do some reading. You could learn a lot.

2. Make a first contact

If you decide to call your prospect directly to sell him your product, I’m not sure he will appreciate the maneuver.
First make contact with a message on LinkedIn or an email to introduce yourself and ask for their consent for a telephone interview.

In your message you must present the opportunity / the benefits that you can bring

3. Schedule your appointment

If your prospect agrees to give you time, it is imperative to make an appointment . Both of you will need to be ready for this call.
You can already tell your lead how much time you will have to give him.

4. Get Ready

The best salespeople often have a routine before making a sale over the phone.

Find yours to be fit and energetic.
You need to be motivated while keeping your goal in mind. If you miss your prospecting, other competitors will take care of converting your lead.

5. Make a good impression

The first impression is essential. It will be decisive for the rest of your telephone interview.
This is the time to be enthusiastic and positive: start by asking your prospect how he is, commenting on the weather, etc.
You must then show that you know your interlocutor.
Don’t be afraid to state a first number about your solution to highlight it.

Remind your prospect of the time you have for this interview so that he is aware of your intentions.

6. Focus on your lead

It’s no longer a secret: if you want to succeed in your sale, you must first let your prospect express himself.
This discovery phase must turn into a game of (open) questions and answers.

The objective at this stage is to allow your lead to discuss and become aware of their needs.
For your part, you will have to listen to him carefully and rephrase what he says to make sure you have understood correctly.

7. Present your solution

As with a face-to-face sale, you don’t have to get all of your sales pitch out. Your potential customer will feel like you haven’t listened to them.

Combine what you already know about your lead and the information he has just given you to present only the essential points of your product that will meet his expectations.

If your solution has options, don’t mention them all: two will be enough.

8. Emphasize the positive

If you want to be successful in your sale, your prospect must feel good. Avoid complaining at all costs, even if it’s about shared problems.
In the same way, avoid quoting your competitors and denigrating them.

9. Record your call

This is not mandatory but recording your sales calls can be useful in order to be able to evaluate you.
By re-listening to your conversation you will be able to determine where you were more or less confident in order to improve.

Warning: If you want to record your telephone conversation, don’t forget to ask your interlocutor for permission.

After the telephone interview

10. Follow up on your lead

Follow-up is essential because you may not be able to convert your lead from the first telephone interview.
Remind your prospect (or client) regularly and several times, for example 3 times every 15 days.

After that, it will be necessary to readjust your prospecting strategy.

11. Keep your CRM up to date

To ensure good monitoring of your customers and prospects, it is advisable to use CRM software.
After each call, take the time to write down notes about your interview and your prospect’s maturity.
You can refer to your lead’s file each time before contacting him again.

Are you used to making business appointments over the phone? Feel free to share your experience and advice with other readers by leaving a comment.

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