A sales call is the interaction of the sales representative of a company with a potential customer. The call is not just about selling products, but it is also part of skill-building, where the salespeople get to know more about their customers and how they can serve them better. The goal of this first encounter is to make an impact on the prospect and set the tone for further business discussions.
The salespeople must be enthusiastic, knowledgeable about their products and company, and engage with the customers on a friendly but professional level.
To create a foundation for success, it’s necessary to take into account that selling occurs in each phase of the purchase cycle: awareness, desire, evaluation, and purchase.
The following are the Steps of a Sales Call:
Step 1: Introduce yourself and your company
The first part of a sales call is where you identify yourself and the business you represent and why you are calling. It is essential to mention the product or service you are offering and briefly explain what it does. You can also use this step as an opportunity to find out more about why your customer needs your product.
This step is crucial for making a sale because it allows you and the customer to understand who they will be speaking with and why they may need this product or service. It is also helpful to find out more about why the customer needs your product to market it in the future better.
Step 2: Break the ice
The second step in a sales call is to break the ice between yourself and the customer. This part of the conversation will make your potential client more open to listening to what you have to say. Starting with their name can help get them talking; this shows that you care about who they are, rather than just their business. Asking questions about their day, family, or anything other than the reason for your call will help them open up a bit more to you.
This step should not be skipped as it helps create a relaxed environment between you and the customer from the very beginning of the conversation. This makes it much easier for them to listen to what you say and potentially purchase your products. This is not necessarily a necessary step but can help pave the way for what you plan on staying in your sales call.
Step 3: Why you are here
The third part of a sales call is where you begin speaking about the reason for your visit. This makes it clear to customers why you are there and what you plan on doing. First, start with a small introduction: “Hello, my name is (your name), and I represent (company). How are you today?” A brief explanation should follow this; this will give the customer time to understand that they may potentially need your services. However, do not ramble on about every detail of your services. Instead, explain two or three key points that can be summarized in less than a minute.
This step is one of the essential parts of making a sale, as it allows you to state your case and help entice customers into buying from you. It is also where you are most likely to make your first sale since customers are much more likely to purchase your product after you have thoroughly explained the benefits of buying from you. The critical point is to make sure what you say during this step stands out to customers and gives them a reason to buy from you.
This step should not be skipped as it helps clear up any potential confusion as to why you are there and what you want from them. It also allows for a more effortless flow of conversation between you and the customer, as they will likely ask questions about your product or services after this step has been completed. Starting with a brief introduction gives the customer a little insight into who you are and makes them more comfortable around you. This makes it much easier to convince them to purchase your product or service, as you are no longer a stranger to the customer.
This step is not strictly necessary for making a sale but can help pave the way for what you plan on staying in your sales call. It also allows the customer time to understand precisely why they need your product or services, making it much easier for them to decide.
Step 4: Next Steps
The fourth part of a sales call is to determine what specific action will happen next and when the customer should expect a follow-up from you if needed. If the customer is interested in purchasing your product or service, you can give them all of the necessary forms/invoices to complete the sale. If the customer is not interested, it is still helpful to follow up and thank them for their time because you never know when they will change their mind about purchasing your product!
This step is necessary because it allows you and the customer to both understand what will happen next and when they can expect a follow-up from you if needed. This step also ensures that the customer has followed through on their decision and is interested in purchasing your product or service, making future sales more accessible.
Step 5: Thank You
The fifth and final part of a sales call is where you thank the customer for their time and provide any additional information they may need. This step allows them to have a better idea of what to expect from your product/service, who will be helping them with this purchase, and why it is beneficial.
This step is crucial because it allows you to thank the customer for their time and provides them with any necessary information about your product or service, who will be helping them throughout this process, and why it is beneficial. This step also reassures them that they are making the correct decision by purchasing your product/service.
Here is a sales call interaction with pointers:
Hello everyone, I am from the [company name] team and today we are going to make a sales call.
A “sales call” is when you contact a list of people to get them interested in our services or product. Once they become curious, we will do an “assessment” to help them get enrolled in services or purchase our product. This is done in many different ways, but today we will speak on the phone.
There are a few things to remember when making sales call.
First things first, make sure you have a list of prospects who fit your target market. After choosing a list, make sure they include your target market and demographic requirements (age range/gender/ethnicity). Also, make sure to check their contact information before calling them.
Secondly, call the prospects at a time that is convenient for them. If it is during their lunch hour, it is probably not a good time. If it is right around dinner, also probably not a good time. I find that calling between 8 AM and 10 AM or 2 PM and 4 PM is best for maximum contact rates.
The third thing to remember, have your script ready. You can use the one provided by your office or make your own. Scripts are crucial to get the most out of our sales call.
Fourth thing, begin with the “icebreaker.” The icebreaker is there to create a friendly rapport between you and your prospect, and it can be in the form of a joke or just something simple. For example:
“Hello! It’s a beautiful day, isn’t it?”
The fifth thing to remember is to ask if you can speak to the contact person and request a follow-up call. Be sure to present yourself as helpful and remind them where they heard your name. The follow-up call is crucial to finalize the deal.
Remember, you can always call us if you have any questions or concerns, our number is [phone number]. Have a fantastic day!
Thank you so much for joining me! I hope you learned what to do when making your sales call. You can always contact me at [email address] with any questions or concerns. Have a wonderful day!
(To be used if you are an independent representative for the company)
“Hi, this is [name] from [company name]. I am calling to see if I can set up an appointment with you concerning our new product/services. Would it be possible to set up a time for a phone call? I would be glad to discuss it further with you then. Thank you very much! Please let me know if this is the best number at which to reach you.”
(Or, if your company uses VoIP)
“Hi, this is [name] from [company name]. I am calling about our product/services. Would this be a good time to discuss it further with you? Thank you very much! Please let me know if this is the best number at which to reach you.”
(If they say no, thank them and try again another day.)
“Thank you so much for your time! Have a wonderful day!”
(If they accept)
“Okay, thank you! Well, first off, I’m going to ask you a few questions about your current workforce then give you our product/services. Once we have discussed it further and you are interested, we will set up an appointment for a follow-up phone call.”
*Note: Do not get intimidated if they ask who you are or what company you are with. Answer their questions politely and professionally.*
*Note: You can always give us a call if you have any questions or concerns. Our number is [phone number]. Have a fantastic day!*
(Thank them again for their time)
“Thank you so much for your time today! I hope to hear from you soon!”
(If they say no, thank them again and try the next day.)
“I understand completely. Thank you very much for your time.”
*Note: Our office has provided this. If you have any questions, please feel free to contact us.*
Thank you again for your time! Have a wonderful day!