When you make your first sales call – and for a few calls after that – your mind is racing at a mile a minute. Making sure you’re saying the right thing, that you know enough about the product and the client. It can all be a little bit daunting, to begin with.
Once you’ve settled into the routine, however, it’s important to be calm and think about what you’re saying. Here are the top 5 thoughts high-achieving salespeople think.
1. How does my prospect feel about XYZ?
When you’re selling to a contact, think how you would feel if you were on the other end of the phone. Would your technique sell you this product? Try to be as removed as possible – this makes it easier to understand their pain points and how to overcome them. It’s good to be confident on the phone, but letting your ego blind you to bad sales practice isn’t the way to best practice.
2. I should be taking notes
Always make notes about the sales calls you make. And that doesn’t just mean making notes on your clients to be prepared for further calls – although this is an important process. We also mean that you should keep track of any issues you come across during the sale.
Find out what your weak selling points are, then find ways to fix them once the call is over. Even when you’ve been in the game for a few years, there still might be things that trip you up. With this technique, you’ll be better at finding an on-the-spot answer.
3. What is my prospect not saying to me?
It’s important to know what the pain points of your leads are, rather than assuming what they are. Read between the lines and notice when prospects skirt around an issue. Once you know what it is your leads are struggling with, you'll be able to sell the solution to their problem rather than your product.
4. What are my peers doing?
You can learn from your own mistakes, but you should learn from everyone else’s mistakes too. Communicate with the other salespeople working around you, and ask what works best (and worst) for them. This will help you highlight your strengths and where your own sales pitch can improve in the future.
5. What is the marketing team doing?
While sales and marketing have previously butted heads, it's important that you know what your marketing team is doing. When getting into contact with someone, it's a good idea to find out what marketing your prospect has responded to. From what website pages they've looked at to what marketing campaigns they've engaged with in the lead up to you contacting them.
If you already know what it is your contact is interested in, it will be easier to get your sales pitch off on the right foot. Going into a call underprepared or winging it won't work. A discussion with your marketing team may sound like you’re going on a tangent away from you work, but in the long run, it could just make you the best salesperson ever.
By Alison Chambers, Content Strategist at CommuniGator Group Ltd - marketing automation platform for lead generation. Find out more here. For more sales strategy tips from the lead generation experts, check out CommuniGator's latest articles.