HOW TO MAKE A GOOD PHONE CALL?

Prospects are being courted more and more frequently, especially through social media. However, telephone acquisition remains an indispensable marketing tool to get an appointment, provided you have a good sales pitch on the phone. It must be prepared in advance so that there is no room for improvisation and it must be sufficiently argued to make the prospect want to enter into a business relationship and how to make a good phone call?

What is a sales call?

The sales call is the basic tool of telephone acquisition. It provides the framework for a conversation with the objective of closing a sale or setting up an appointment. When well constructed, it allows you to overcome the prospect’s obstacles and objections and present your company’s offer.

How do you set up a sales call? Start preparing the sales call

Before making the sales call, it is important to determine the objectives of the call.

Indeed, the salesperson must be able to adapt his speech and personalize his message so that it best meets the needs of his interlocutor. The knowledge of potential customers requires the creation of a qualified and segmented file.

The objective of the call, whether it is to set up an appointment or to close a sale, must be clearly defined and communicated to the target person at the beginning of the conversation. This will allow you to give it a precise structure and establish a relationship of trust with the prospect.

Introduce yourself to the prospect

This first step seems obvious, but it is still important to capture the prospect’s interest and make sure that he is the right person to talk to. Introduce yourself, give the name of your company and state briefly and clearly the purpose of the call.

Put your best foot forward during the sales call.

The first few moments are often decisive for the subsequent course of the conversation. It is therefore important to make a good impression. One of the most important steps in the telephone sales conversation is the prospect’s introduction.

With a few words, you should be able to capture their attention and get them to stay on the line. To do this, you need to quickly talk about a topic of interest or a problem they have, and then explain the specific benefits the product offering can provide to solve their problem. The sales pitch will be even more effective if the salesperson has taken the time to gather information and qualify the target group beforehand.

Anticipating objections

Of course, it is important to anticipate the sales objections that the prospect might formulate in order to be able to respond more easily during the interview with adapted and elaborated arguments.

Don’t hesitate to rephrase each objection, take the time to clearly explain the nature of the obstacles and propose quantified answers, study results or statistics to reassure the interviewer.

Build the “prospect discovery” part.

Once the prospect is “captivated” and ready to listen, the discovery phase can begin. This involves getting to know them better, discovering their motivations, needs and expectations. The objective is twofold: to make the customer aware of the different problems he may encounter and to allow the salesperson to gather as much information as possible in order to better prepare the next meeting.

Prepare the arguments for the telephone persuasion

The next step consists of presenting the offer and adding value by highlighting the solutions it offers to the potential client, without saying too much. The objective is to arouse their interest and then set up an appointment to discuss the company’s products or services in more detail.

Conclude with a sale or a commitment

A successful conversation should end with a commitment or a sale.

The salesperson should first reiterate all the important points of the conversation and proactively suggest the date and time of the next meeting, for example: “After our conversation, it sounds like a good idea to meet. Would you be free next Monday at 10 a.m.?

It is advisable to test your sales pitch with several potential clients to evaluate its relevance and to find possible areas for improvement.

You can also use the CROC method, a communication technique used in telephone acquisition, to structure the conversation and increase the chances of winning a new client.

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