Business decision makers typically receive numerous sales calls throughout the workweek. Since their time is limited, it’s unlikely that they have a productive conversation with each sales representative who calls. In some cases, they’ll try to end the call as quickly as they can. As an inside sales professional, it’s important to be mindful of the decision maker’s time and make it worth their while to stay on the line and engage in a beneficial two-way dialogue. Here are 4 sales call tips to follow to keep prospects on the line:
Take a balanced approach
Sales professionals can occasionally make one of two mistakes. Either they take a far too casual approach to their sales calls and speak as if they’re talking to close friends or family, or they go in the complete opposite direction and come off as overly formal or stuffy. Both are turn offs to a prospect. The key is to strike a balanced approach. Be genuine and speak to the prospect as a respected business peer.
Craft an appealing opening statement
An inside sales professional should never begin a conversation with a broad, meaningless question such as “how are you?” or a trite comment about the weather. Respect a prospect’s time and do your research in order to craft a captivating opening statement that speaks directly to their needs and encourages them to keep listening.
Avoid excessive sales speak
Sales speak and industry jargon is best saved for marketing literature and advertisements. The goal of an inside sales call is to establish a rapport with a prospect which requires a personal touch. Generic sales terms such as “limited time offer” or “act now” aren’t appealing to a prospect, especially if they’re at the top of the sales funnel. Instead, be specific in the approach and let the prospect know how you can help.
Engage in a two-way dialogue
In order for an inside sales call to be productive, both parties on the line should be talking. If the sales representative is merely talking at the prospect, the prospect will likely lose interest. The key is to ask the prospect thoughtful questions to get them talking about their needs and to actually listen to their responses. What they say will help you determine if they’re a good fit for the products/services offered and how the sales team can approach their pitch or if they should be further nurtured.
By following these tips and making a concentrated effort to be personable and genuine on an inside sales call, sales professionals will be more likely to keep prospects on the line and move them further through the sales funnel toward conversion.