A sales discovery call can kill or close your deal. Making a bad impression is not an option because your prospect will just go for the next best thing. In this situation, eating an apple from the tree of knowledge isn’t a sin you want to avoid. Read on to discover the seven deadly sins you might be committing in your sales discovery calls.
Lust: obviously faux friendliness
If you were flirting with someone in a bar, friendliness that was clearly fake wouldn’t get you a positive response. Keep that in mind with sales calls, too. Whilst it’s good to initiate a friendly rapport between you and your client, it’s important that you don’t go too far.
Callers that seem to be distracting clients with chit-chat will come across as creepy, cringy spam. Make sure you keep the business at hand when you address people, and let them know quickly what you’re calling about.
Gluttony: rushing through calls to get to the next deal
It’s never a good idea to rush through your calls, even if you have a quota. Quality over quantity is key. As long as you can schmooze a client over the phone, it doesn’t matter how long it takes. Don’t get gluttonous with your calls. Instead, use every last minute to your advantage.
Greed: money, money, money.
Sure, in business money might be the big thing – but showing that’s all you care about doesn’t make a good impression. All that implies is that you don’t care at all about customer service, and customers will, consequently, steer clear of you. Don’t be greedy. Put the client first.
Sloth: not being prepared.
Laziness. That’s the only thing you can blame for not preparing before a call. Ringing up a client that you know nothing about will show when you start discussions with them. Do you research and show it. You’ll be commended for going the extra mile because it’s always appreciated when a caller really puts the effort into their job.
If you’ve ever had a call from someone who ends up having to ask you questions that could’ve been answered by a quick google search, you’ll know they don’t get good cred. Even if your clients don’t hang up pretty quickly, they’re unlikely to follow up the call with further interest.
Don’t play 'good cop, bad cop'. As we just established, getting a questionnaire instead of what should be a sales call does not bring enthusiasm. Interrogating the client will annoy them, and they won’t want to hear from you again. Additionally, this can often lean towards irrelevant questions – what are you interrogating them about? If it’s ever gotten to the point where the thread of business has slipped swiftly through your fingers, it might be time to rethink your caller technique.
Envy: getting caught up with competitors
Being catty is immature. Everyone knows that. So when you call up a prospect and find out they already have a solution (it’s just not you) don’t get caught up bad mouthing the other business.
It’s important to remember that this venom of yours is only between you and client in that moment. You’re not putting a chink in the competition’s armour, you’re putting a chink in your own. The client will think you’re unprofessional, and who wants to do business with someone like that? Make sure that any criticism you have is not malicious, but instead well thought-out and with evidence that you can provide to support your claim.
Pride: narcissistic syndrome
You’re clearly in love with your product. It’s the best out there, because, well, it just is! It’s so good, it does everything you need it to, the best price on the market, the best features. Ugh, it’s just so good.
A lot of sales callers fall into the trap of boasting without selling. Telling your prospect how great your product is without really showing them what it can do for them, why they should want it – other than, you know, they just should – won’t increase interest. It’ll increase boredom. Make sure you’re not overly confident; not about your product or about yourself. If your product really is that great, you can show the prospect why, and it won’t rest wholly on your level of charisma!
Once you acknowledge how to fix these sales sins, you can focus on building an overperforming sales team.