How to Prepare for the Winning Sales Call
Cold calling can be (almost) as terrifying as getting lost in an underground vault or skydiving without a parachute. But these few simple steps will work wonders when it comes to relieving your stress and setting the stage for some successful sales.
1. The lavish presentation appeals to me and I’ve got to convince the others.” – Freddy Mercurie
The first and arguably most critical step (surprise, surprise!) has nothing to do with the actual call you’re about to make. Presentation is everything and whether you’re the brainiac who came up with the product you’re marketing or a cold caller on your first day at work, a 5-minute stretch and/or breathing exercise will greatly improve your chances of exuding confidence on the call and getting the eventual sale.
2. “Knowing yourself is the beginning of wisdom.” –Aristotle
- Before making a call, it’s important to know exactly what you’re selling. A good idea is not only to read the description of the service/company and sit in on a few motivational speeches but go beyond the call of duty and really research the product in-depth. Try to figure out what advantages it has over similar offers and why someone would be willing to dish out good money to get it.
- On the flip side, you want to know what the company you’re calling is all about. Taking a few minutes to scan their social media accounts is likely to make you better aware of what to expect and you can use this information to make inroads to the people who really matter.
3. “Luck is a matter of preparation meeting opportunity.” –Lucius Annaeus Seneca
- You want to get to a point where you feel comfortable on the phone without sounding like a robot. Instead of reading from a script, try to scribble down the key points you want to make—and feel free to deviate from the original plan on a “per-need” basis. Another good idea is to make a list of the “secondary” clients (those who aren’t likely to make a sale) and call them first before going for the “big fish.”
- It helps to brainstorm possible questions and objections: What would you say to a potential customer who asks why your product is better than the alternatives? How do you make the transition from introducing yourself to talking about the product to making the sales pitch?