How to Kickstart the Perfect Sales Call Conversation

Intro

The next step after our UK Based Multi Channel Lead Gen is often a sales call. Sales calls can be intimidating, but they don’t have to be. With the right strategy, you can kickstart the perfect sales call conversation and help ensure a successful outcome. In this blog post, we’ll cover some tips on how to break the ice and open up the conversation on sales calls. Read on to find out how to get your sales conversations off to the right start.

Why the opening of a sales call is crucial

The opening of a sales call sets the tone for the entire conversation. Those first few seconds on the phone can be the most critical part of the sales call, as they create the initial impression that the prospect has of you and your company. In fact, research shows that the first 2 sentences of the conversation help to create space for rapport building and needs discovery.

Your opening should be focused on making a strong first impression that engages the prospect, conveys your value proposition, and shows your interest in understanding their needs. This is an opportunity to demonstrate that you’re an expert in your field and to establish trust with the prospect. By doing so, you’ll increase the likelihood that the prospect will stay on the line, open up about their challenges, and listen to what you have to say.

In short, the opening of a sales call is a critical moment that requires careful planning and preparation. A well-executed opening can make the rest of the call flow more smoothly, increase the likelihood of a sale, and leave a positive lasting impression with the prospect.

General Tips To Start Well

Here’s a pretty natural sounding example which you can use. We’ll break this down for you;

“Hi, it’s Owen from parkrow.marketing. You’ll recall, we spoke a few month’s ago and you said it was worth catching up in the new quarter. Is now a good time?”

Who you are – make sure to introduce yourself and state the purpose of your call. This allows the prospect to quickly understand who you are and why you’re reaching out.

Previous contact

It’s also important to reference any previous contact you may have had with the prospect. For example, you could mention a previous conversation or meeting that took place.

This not only shows that you have done your research, but it also helps to create a sense of familiarity. This could also reference a conversation with their colleague, the fact you’re connected on LinkedIn, etc.

Existing momentum/permission

Remind the prospect of any agreements or discussions that have taken place in the past. For instance, you could say something like, “We spoke three months ago, and you mentioned it was worth catching up in the new quarter.” This shows that the call is not coming out of the blue and that there is a legitimate reason for reconnecting.

Do a convenience check

Ask the prospect if now is still a convenient time to talk. This demonstrates respect for their time and ensures that they are fully present and able to engage in the conversation. If it’s not a good time, be flexible and offer to reschedule.

By following these general tips, you can lay the foundation for a successful sales call. Remember to be confident, professional, and engaging right from the start.

Seller-Buyer Relationship: Getting The Call On An Even Footing

You don’t want to feel like you’re selling to them. Here’s two one-line examples of how you can even the footing;

For Inbound Enquiries: “You originally reached out to us via [Our Website/Phoning In], what prompted you to get in touch today?”

Previous Outbound Marketing: “I know that we originally reached out to you via [LinkedIn/Email], was there anything that made you feel like it was worth chatting further?”

This allows you to create an even footing, even from many channels like with our UK Based Multi Channel Lead Gen. When starting a sales call, it is crucial to establish a seller-buyer relationship that is based on equal footing. While you may be the one offering a product or service, it’s important to speak to the buyer on a person-to-person level, rather than focusing solely on the seller-buyer dynamic.

To achieve this, it is essential to approach the call with a genuine curiosity and interest in the buyer’s needs and goals. Show empathy and understanding towards their challenges, and make an effort to truly listen to their concerns. This will help you build trust and rapport right from the beginning of the conversation.

Another way to level the playing field is by asking open-ended questions that encourage the buyer to share their thoughts and opinions. This allows them to take an active role in the conversation and helps you better understand their needs. Avoid overwhelming the buyer with excessive information about your product or service at the beginning of the call. Instead, focus on building a connection and getting to know them better.

Remember, the goal of the call is not just to make a sale but to establish a mutually beneficial relationship. By treating the buyer as an equal partner, you create an environment that fosters open communication and collaboration. This approach sets the stage for a productive sales call that is focused on the buyer’s needs and goals, ultimately increasing the chances of a successful outcome.

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I hope you found this useful! If you are interested in hearing more about our UK Based Multi Channel Lead Gen, feel free to get in touch with us via web chat.