Tuesday January 23, 2018
People refer to sales calls by many different names. Some call them strategy sessions, others call them consultations, and others still might use names like discovery sessions.
Whatever you call the conversation, the purpose remains the same: you want to see if the client is a good fit for you, and give them the information they require so they can see that they need your solution and should invest in it now.
For many business owners, this is a daunting challenge. If you feel bad about asking for time or money, are uncertain of the value of your product, don’t know how to describe your offer, or bulldoze ahead with information the client is not yet interested in, it can cost you the sale.
When you’re comfortable and confident during your sales calls, you know what to say, and you're focused on the right things, your potential client will pick up on that, which makes them feel better about spending time and money on you. You’ll also feel better about having sales conversations, which makes it easier for you to go out and book calls.
Here are five strategies you can use to make more money and experience more peace and confidence during your sales calls:
Sales Call Strategy 1: Book calls with the right people.
Calling every possible person, whether or not they seem like they need your solution, is a time-consuming mistake.
When you're marketing your business and seeking leads with whom to have sales calls, it's important to have a clear picture of who your ideal clients are, and to only book calls with people who have the problem you solve and need the solution you offer. Otherwise, it will be a complete misuse of time for you and for the person you are calling.
Even if you manage to persuade a person who doesn't really need you to make a purchase, that's just asking for unsatisfied clients who didn't get much value from your product or services, which can lead to wasted time and unnecessary hassle on both your parts, as well as refunds and negative reviews.
Sales Call Strategy 2: Make sure it's a good time for them.
Whenever possible, schedule a time for a sales call before engaging in one, so you aren't catching people in the middle of another task when they aren't in a position to talk to you.
If you use phone calls to contact leads in order to book appointments for sales calls, your first question should be, "is this a good time for you?" If so, you can go ahead and try to book a call. If not, don't try to keep them talking when they aren't available, especially if they seem to be in a hurry. This just frustrates them and makes you look selfish and inconsiderate, which will NOT make them want to work with you.
If they're really in a hurry, ask when would be a better time, make a note in your calendar to follow up at that time, then let them get back to whatever they were doing. If they have just one or two minutes to talk to you, try to schedule a call and get them to put it in their calendar.
Sales Call Strategy 3: Focus on their needs, not your product.
Have you ever launched into an explanation of your offer, only to get increasingly uncomfortable as the other person listened with visible disinterest? Chances are, that's because you started talking about your solution before they were convinced that they needed it.
Instead of starting by describing your product or service, begin by asking your potential client about their problems, challenges and desires. What are they struggling with? What do they want to achieve, receive or experience? And what is stopping them from solving their problems and reaching their goals?
By staying focused on the client's needs, goals and difficulties, you show that you care about them, and you make it clear that you only want them to pay you if your solution is right for them.
You also help them to see why they need your offer, because once you've learned about their situation, you can talk about how it meets their exact needs and helps them get the benefits they say they want.
This will help you avoid uncomfortable situations where you can tell that you're annoying the other person with information they don't care about, and it will make you feel better about your own value during these calls, because you're helping people to understand their problems and needs and offering them a relevant solution.
Sales Call Strategy 4: Don't pressure yourself to make a sale every time.
If you put a lot of pressure on yourself to make a sale every time you have a sales call, you'll feel desperate, anxious and pushy - both to yourself and to the other person on the call.
This will make the call more unpleasant for both of you, and it will communicate to the client that you aren't confident and capable, and that you're more focused on making a sale than you are on helping them.
Sometimes, people just won't be a good fit for you. They won't need your solution, or they'll need it but aren't in a place where they're ready to prioritize it. Sometimes your personalities just won't fit well together. And that's OK.
Accept the fact that not every call will end in a sale, and instead of focusing on persuading the other person to buy something, focus on giving them the information they need in order to know whether or not they need your solution and are willing to invest in it.
Sales Call Strategy 5: Remember that asking for money is an act of service.
You may have heard that your sales call is your first coaching call, and it's true. You’re helping them to get clarity on whether or not the goal you help them reach is a priority for them, and if they buy, you’re helping them to reinforce for themselves that their goals are worth investing in. They’re also more likely to do the work they need to in order to get results if they’ve paid for those results.
Many people feel bad about asking for money, but you don't need to. As long as you've established that your solution is a good fit for them, and that the benefits you'll create for them are worth the money they'll spend, getting them to invest in their goals is an act of service.
To help you convey the value of your solution to the client, so they can understand that it's worth the price you're asking, here are some questions you can ask:
1. How much is their problem costing them, in terms of time, money, relationships, health, and emotional well-being?
2. How much more money, time freedom, love, health, and joy would they have if they had the benefit you offer them?
Chances are, their problem is costing them more than your solution ever could.
How do you describe your solution in a way that makes people want to buy it?
Now that you know how to be more comfortable and confident during your sales calls, and how to get the potential client interested enough that they're open to hearing about your solution, do you know how to describe your offer in a way that inspires them to make a purchase?
If you aren't sure how to explain why the client needs your product or service, or to help them understand why your offer is worth the price you're asking, I've got a quick, easy solution for you.
I've coauthored an ebook that walks you through the process of crafting product descriptions that make sales. It also tells you how to get other people to do a lot of your selling for you, so you can spend less time chasing leads and more time making money by doing what you love.
Click the button below to get the details and grab your copy.