Controlling your sales calls can mean the difference between making a good impression and losing a sale altogether. There’s a fine line between being confident and being arrogant, between giving the right amount of info and too much info, and so on. Controlling your sales calls, in most cases, means controlling your excitement and tempering your arrogance in your products or services.
A buyer wants to hear all of the great things you have to offer, but don’t forget that there’s still a human element to a sales call. The product and service matter, but so do the people behind it. Buyers want to see a confident, well-respected seller who knows their products and offers something that solves a problem.
In this guide, we’ll cover five ways to take control of your sales calls. You’ll have better sales calls in no time as long as you follow these five tips!
1. Stay Confident
Confidence is a trait that can get you far in sales calls and business in general. When you’re confident in yourself and what you’re selling, it shows. Buyers don’t want to buy anything from someone who can’t answer every single question about what they’re selling without hesitation. This means knowing your products and services inside and out. It’s a good idea to plan for common questions like “How much does it cost?” and “What kind of warranty do you offer?”
Confidence can quickly devolve into arrogance if you’re not careful, and arrogance is mostly a turn-off for experienced buyers. Arrogance comes in many forms, but usually, you’re touting your product as the best there ever was. Remember, it’s not about the product’s features, but rather about how those features solve the buyer’s problem(s).
Be confident; sit up straight, speak with a confident voice, and know your products inside and out. Focus on how your products or services will help the buyer, and don’t make promises you can’t keep.
2. Set A Time Limit and Be On Time
Every call or meeting should have a set schedule. No one wants to sit in a meeting for hours on end, even when they’re excited about what you’re selling. Set a start and end time for your call and stick to it. Trust me; your buyer will definitely appreciate you sticking to the time limit. You both have things to do, and the sales call only needs to show how you can help the buyer. While it’s helpful to get to know a buyer a bit, you don’t want to spend the entire call on small talk.
Scheduling calls is easy with Vast Conference. You can schedule a call for later, host one at the press of a button, and Vast gives you access to great features like screen sharing, HD audio and video, and 24/7 support.
3. Use An Agenda Every Time
Using an agenda is perhaps the best way to stay on track with your calls. Sales calls tend to wander into different territory as you get to know your client, and small talk can serve to completely derail a call. Using your agenda will help keep both you and your buyer on track, and make things feel more organized and streamlined.
Agendas also make sure you’re beginning and ending on time. Be sure to share the agenda with your buyer beforehand, or you can give them an overview of what you want to cover once the meeting begins.
4. Give The Right Information
It’s tempting to go on forever about how great your products are, but in a sales call, time is of the essence. Rather than talking about every feature, talk about the ones that matter; the features that will best help solve your buyer’s problems. Does your product come with a great warranty? Does it offer features that the competitors don’t? What is the price or your product or service?
Focus only on what you need to tell the buyer. Don’t get lost in small talk or spend too much time on product features. There’s more to selling than just prattling on about how good the product is!
5. Don’t Grill Your Buyer
Grilling the buyer is probably the best way to get them to tune out to your sales pitch. Of course, that’s not to say you shouldn’t ask certain questions, but keep your questions limited to the necessities. You don’t need to ask them about the details of their business or other personal details. Questions should pertain to their purchase decision and what kind of products or services they’re looking for.
Sales calls can lock in new buyers and increase your business profits, but only if you take it easy and stay confident. Don’t be arrogant in your sales pitches, don’t grill your buyers, and only give the information you need to give to the buyer.