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What is a Sales Call?

The first aspect of sales you want to be absolutely clear on, before you get on a sales call, is what a sales call actually is.

Weird question, right? You would possibly say “It’s when I’m talking to someone and selling my product or services.”

That’s only partially true.

Here’s the definition I came up with:

A sales call may be a mutually prearranged time for you to talk with someone who is curious about your product or service, and has the financial ability to pay you for your product or service.

Small distinction, but this one “shift” in how you view sales calls will dramatically change your ability to shut more deals in less time.

How?

Well, first, you would like to bifurcate your calls to 2 types:

1. A short qualification call

2. A longer, more focused needs analysis

The qualification call (qual call) are often just 10-15 minutes long and it’s your opportunity to quickly rise up to hurry on the requirements of the person you’re lecture and to ascertain if they need a drag you'll solve. You could also check their budget on this short call. This is mostly like meeting someone at an occasion and having a couple of quick questions for them, just to form sure it’s worth some time to possess a follow-up call.

Essentially, what you're doing is deciding if they're the proper fit.

You need to value their time and yours, so don’t host a correct needs analysis unless you recognize they need the budget.

If everything looks good, schedule them for that longer needs analysis.

Here are some questions you'll ask on your qualification call:

• Can you give me a high-level overview of what you’d wish to talk about?

• What’s your current marketing budget?

• Can you give me a fast headcount on what percentage marketing, writing and style folks are on your team?

Be confident here and ask questions directly. Lead the decision . Keep it to 10-15 minutes.

If they answer your questions during a way that creates you would like to possess a follow-up conversation, try a segue line like “Great. I’d like to hear more about what you're up to. are you able to grab your calendar so we will schedule a 60-minute involve tomorrow, or early next week? What times or days are best for you?”

Now that you simply have them qualified, you recognize they need a requirement and you recognize they need a budget. If they didn’t rub you the incorrect way within the process, then it’s time to organize for your sales call!

How to Skip the Qualification Call

There’s an alternate thanks to skip this first qualification call, which is to use some quite freebie that gives value in exchange for the knowledge you’d otherwise collect on your qualification call.

A great example of this is often the tiny custom development tech shop One Stop Dev Shop. Geordie and his team have built an easy lead magnet where they’ll estimate your custom development for free of charge . During this easy intake process, they’ll collect the knowledge they have to completely understand what the prospect’s ideal outcomes are, also as their budget and urgency.

Then, Geordie and his team will just need to review the leads that are available a day and prioritize those that are the simplest fit.

It may add up for you to try to do something similar in your sales process, but I encourage you to spend longer on the phone if you’re just starting a call at sales. Attempt to get as many sales calls as possible and improve with a sales script (detailed below). Only move to the present “automated qualification” process once you understand your prospects extremely well!

What should the outcome be for your sales call?

Most people here will say “a sale, duh!” but i feel that’s the incorrect answer if you’re selling marketing services. rather than having a mentality of pushing for the sale, try being curious.

That’s it! Curiosity.

Lead together with your curiosity. Ask the prospect questions. Have an interest in what they need to say.

Take notes. I use Notepad on my Windows computer (although I’m really liking Obsidian.md these days).

Bonus tip: Save your sales call notes on to Dropbox or Google Drive. That way you've got them on any device, albeit your main computer shorts out after you pour a full carafe of yerba mate thereon (don’t ask).

Should You Use a Sales Call Script?

You absolutely should think about using a sales call script.

Sales call scripts are the simplest thanks to improve your call flow and build your persuasiveness, ensuring you collect all the required information before making your pitch.

Whenever I attempt to host a sales call without a script, I tend to lose quite I win!

What Should My Sales Call Script Include?

Your script doesn’t need to be overly detailed or complex. It can include just the main points to hide , or it can include verbatim lines about your product or service.

Here is an example sales call script:

• Meet & greet – 2 mins (where are you calling in from?)

• Why did you would like to schedule this call? – 2-5 mins

• Where does one see your business in 2 years, if everything goes consistent with plan? – 2-5 mins

• What’s the danger if this doesn't come true? – 3-10 mins

• What opportunities exist to grow your company? Have you ever considered __? – 5-10 mins

• Where is your company the strongest? – 3-10 mins

• Ask additional questions for clarity

• Request transition to pitch

• Pitch

• Check their temperature

• Define next steps

Write out your own version of this script and reserve it during a document on your computer, then open it for a sales call and “Save As”. Or, if you’re employing a tool like Obsidian or Evernote, this might become a template file.

Don’t over complicate your tech for sales calls. Keep it SIMPLE!

How Should I Pitch My Product or Service on a Sales Call?

GREAT question. I’ve definitely been pitched to before and it felt very icky.

It’s the sensation of somebody inviting themselves to your party – you didn’t ask them to return , now you've got to inform them no or simply allow them to come, right? Ugh.

When you pitch on a needs analysis call, following the method I’ve defined above, you’ll find that folks are literally very curious about hearing your pitch.

The key's to ask a transition question. My favorite question to ask is:

“Great, that creates tons of sense. Would you mind if I shared how i feel we'd be ready to help you?”

That’s it! this is often your invitation.

I’ve NEVER had someone say nah to me. The foremost common replies are:

• Yes! Please.

• Absolutely.

• Yeah, that’s why we’re talking, isn’t it?

Do you see how welcoming this is? You’re not pressuring someone into a pitch, where they’re glancing left and right for the exit… during this situation, the prospect is inviting you to unravel their problems.

Once you get the approval to pitch, you would like to recollect you’re there to unravel their problems.

You getting paid is simply the byproduct of the worth you’re providing. So, sell the worth .

How to Close Sales on a Sales Call

Let’s review where we are within the sales process…

• You’ve qualified the person who they need a drag you'll solve and that they can afford your services

• You’ve asked them about where they need to be in 2 years and what meaning to them

• You’ve identified the risks or negatives if they don’t reach that goal

• You have sussed out the opportunities within their business

• You know their strengths

• AND they’re ready for you to pitch your services.

Welcome to the rock show!

First things first, review their desired outcome and where they currently are. Try saying something like:

“Based on what you told me, your revenues have gone down as a results of COVID and you’ve had to let some team members go. That’s really hard, but you’ve got your eyes focused on growth through a digital program, which may be a great idea. Especially because digital programs like this have a near 100% margin of profit . You’ve also told me that if you don’t revisit to your pre-COVID revenue, you’re getting to need to let more staff go. That creates sense. So there’s urgency here to urge this solved. But what I loved hearing most is that your team is rock solid. Your confidence around your knowledge of your space is great. I actually believe y’all could create a winning digital product here.”

This recap makes them feel heard and understood. Maybe ask “Did i buy that right?”

Then you transition to the pitch.

“Now, so as for you to launch that digital product, you’re getting to need marketing support. You’re getting to need the offer found out , the worth point, research around what competitors do . Someone goes to possess to select out the software to deliver the merchandise and tie it all at once with the payment processor. Then there'll got to be a full launch marketing campaign, and ads to drive sales. And supported what you said, you don’t have anyone to try and do that work. Is that right?”

Again, get their confirmation.

“Got it! Ok, supported that, i feel we will help. The way I see this working is our team will…”

Then use that space to detail your process. Don’t be specific within the software. For instance, don’t say, “We’ll get you on Kartra and send emails to launch to XYZ list on day 0, 3, 5 and seven for a pre-launch.”

Instead, you ought to say “We’ll find out the proper email marketing software for you, supported your business trajectory. We’ll write all necessary emails following best practices.”

Sales shouldn't be “icky.” It should be supportive. The sale should provide a far better outcome for the prospect.

Define the next Steps for the Prospect

Your prospect is now during a place where they need spent longer defining their 2-year goal than possibly ever before. They trust you (otherwise they might have hung up!). You’ve pitched. They’re interested.

You’ve gotta drive this prospect to the close! This is often the last 10 meters of a 400-meter race. Don’t give up!

While on the decision , you’ve pitched your product or service. They’ve said they’re interested. You’ve shared your price. They’re interested but maybe won’t buy immediately (possibly because you sell a service and wish to urge a proposal bent on them).

In this case, clearly state subsequent steps.

“I’d like to get you a proposal for you to review together with your team. If I got that to you by Friday, could you get a review of it completed by Tuesday? Then let me know if you’re able to move forward or not?”

Mark your calendar. Deliver the proposal. Follow-up on Tuesday. Keep pushing to unravel their problem. Don’t push for the sale the maximum amount as push to possess their problem solved. The sale is simply a byproduct of the answer .

Summary

These are things to recollect when you’re thinking of your sales calls:

Have a qualifications call (or use a qualification form) to save lots of your salesperson’s time

A sales call is merely a sales call if the prospect is interested and may afford your product or services

The goal of the sales call is to know the pain your prospect is in, then paint an image of a far better world together with your help

You’re not there to sell your services, you’re there to form their dreams come true

Ask for permission to pitch, then solve their problem together with your offering

You’ll lose nearly every sale unless you follow-up

Sales isn't a 4-letter word.

Everything is sales. Dating, shopping, parenting.

Your success will increase dramatically once you master the art of solving problems together with your products and services!

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