Any true sales person can tell you exactly what they do during each and every one of their phone calls. They have their system that drives results and they know how to talk with prospects. But another thing they can tell you is what they will never do during a sales call.
Many individuals in sales agree on quite a few details on what you should never do during a sales call. So what we did was go ahead and take some of the most common ones and create a list for you. Below we have 5 ways sure ways in which you will make you fail during your sales call.
Talking About Price
Sales 101, never ever talk about price until your second meeting with the prospect. Giving away prices and estimates can hurt you in many ways, it can show you as a cheap product, a too expensive product, or give them information to return to your competitor with aka price shopping.
Instead determine what it is they need and address these issues. Simply put, create value to your prospect. This leads us into “sure way to fail number 2”, forgetting to prove value.
Forgetting To Prove Value
When talking with a business owner there is one thing on their mind, and that’s the value you are bringing to the table. You “MUST” prove value. Does your product help decrease overall costs? Will it increase profits for them? Will they become more efficient? These are what they want to hear and it’s your job to show this to them. Prove your value and prove how much your product/service is going to help them.
Not Distinguishing Yourself
Business owners get called by sales people every day and 3 out 4 of them are going to seem like the exact same person. You need to distinguish yourself if you want to get the sale. If you don’t stand out in their mind they will forget about you once they hang up the phone.
This where proving value comes back in play. Offer examples of how you have helped other businesses similar to theirs and what you did for them. Cementing yourself and your business in their minds is critical in continuing the sales process.
Talking To Much
Nothing is worst then a motor mouth, especially when they are trying to sell you something. Asking questions and listening is one of the most important things you can do on a sales call. Your talking to listening ration should be around 30/70.
You want to ask questions and get an understanding of their business and their needs. When you do this you are able to find out how your products/services can help them. Meeting their needs is your priority and will tremendously increase your chances of closing.
Selling to the Wrong Person
Lastly and something we all learn in sales class, don’t sell to the wrong people. Only certain people have decision making power in an organization. These are the people who you want to be contacting or the person that can put you in touch with them.
You don’t want to waste your time speaking to a mid-level employee who has no decision making power or influence on the decision maker. You have a better chance with speaking to an administrative assistant of the decision maker and convincing her to transfer you over to them.
Cold calling is an art and knowing how to do it right is what’s going to land you more sales. Craft your skills and don’t fail when it comes to your sales calls.
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