How effective are your sales calls?

What is the hardest part of working in sales? It is not getting motivated to get out on the street and start knocking on doors. It is making sales calls. How to make good sales calls is one of the harder concepts to grasp in this dog, eat dog world.

So what is a good sales call? First, do not ask the potential client if this is a good time to talk. They will let you know if it is a bad time, and often they will make that very clear, very fast. Get right to the point of the sales call. If you start the conversation by trying to break the ice, the potential client will most likely think of your call as a time waster.

Second, have concrete proof of companies or people that you have helped in the past. Nothing works better in a sales call than being able to prove how you assisted company X, and it looks like you could do the same thing for the potential client. Tell them this! This is information they can assimilate and use immediately. You are pulling in a potential client by giving them ideas of how you can help them. This often leads to a sales call at the client’s office.

The third point, when making a sales call is to have a date already in mind to meet with the potential client. Do not ask them when would be a good time to visit. Often they will tell you that there is never a good time to call. Have a back up date if the first one you offered would not work out.

Remember that you have to be the one in control of the sales call. The prospect will be only too happy to take over the conversation and quickly steer it to a “no” and hang up. Be strong, it can be intimidating at first, but the more sales calls you make the better you will get.

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