Is making sales calls an important part of your sales day?
If not, it probably should be because the data still shows
that phone calls are still a huge part
of a successful sales person's ultimate strategy
for getting appointments.
So making sure that we are rock solid
with our sales calls is everything.
And yet so many salespeople are making excuses
as to why they can't do them, or when they actually do them
they are a complete mess.
So in this video I'm going to show you
exactly how to be good at sales calls,
even great, check it out.
(bright upbeat music)
Number One- It's just a video game.
Imagine if I developed a video game
where you could plug in to the internet
and you could do mock role-plays
with people where you're doing phone calls
and you're testing out your sales strategy
on a video game platform?
How much more comfortable would you feel?
The reality is that when you're making prospecting calls,
when you're making those sales calls,
it is just a video game.
That person that you just screwed up with on the phone
isn't going to remember you in a couple of weeks.
All of the nerves, all of the fear
that we have as a result of making these dials
is simply in our head.
We have to remember that it is just a video game,
and if you make a mistake, that's okay,
and if you do great, excellent,
but at the end of the day, it's just a video game.
Number Two- Drop the sales voice.
When I listen to salespeople
all the time making phone calls,
I notice that the voice tends to go up a couple octaves,
let me demonstrate.
So, here's how I would talk to my friend
if I'm on the phone with them and I'm telling them a story.
Here's how the typical salesperson would sound
if they're on the phone with a prospect.
"Hey George Marqueeshake here, how are you doing today?
So glad to hear that, really excited to connect with you,
and the reason for my call is,"
And then they go on.
That voice of going up a couple of octaves
is a pure sales voice.
And what it is, is it's the ultimate tell
for your prospect to say, "I am a salesperson."
So what we want to do is actually drop that sales voice,
because 99% of your competitors
when they're getting a prospect on the phone
are using that customer service voice,
we've got to drop that because it is killing our calls.
Number Three- Minimize time between dials.
This is so simple, so tactical, but so important.
How often have you made a dial?
It goes well, or it goes poorly,
and then you go to the bathroom,
you get a cup of water, you check on your phone on Facebook,
and then you make your next dial.
That's how most salespeople are making dials.
Even if you have to do some research in between dials,
what I would rather you do is do your research
before the dials get all of that out of the way.
And so that way you can just go from dial to dial to dial.
Of course nowadays we have systems called power dialers
which are the best,
which really allow a sales person
to go from making about $20 an hour
to making up to $80 to $100 in an hour.
We've got to minimize the time between those dials.
Number Four- Know them.
I just referenced doing research.
Particularly in big sale prospecting,
we've got to know who they are, we need to do some research.
And again, I would minimize the amount of research
we're doing in between calls
and I would do it ahead of time
or have someone do it for you if it's possible,
but you want to know who they are, you want to know
some of the key details, what's their title?
What's their role?
What are some potential challenges?
What are some successes they do organization has had?
Whatever potential buying triggers you can understand
are going to make you so much more effective
on that eventual call.
Number Five- Have your script.
People have been pushing back on this since the day
that scripts have been invented.
But the reality is is that if you don't have a script
for your prospecting call,
you are going to meander all over the place.
Just imagine watching a TV Show
and there's absolutely no script.
Okay, I get it, curb your enthusiasm,
they don't use scripts, but they still have structures,
and they're also the best comedians on the planet,
and so they can get away with it.
But most TV Shows are using a very tight script,
and of course, movies follow an exact script,
our calls must do the same.
The goal is not to sound scripted.
In fact, the key to a good script
is that you don't sound scripted at all.
Because you know what you're going to say,
you've practiced it, and it sounds very conversational.
Number Six- Personalize.
I just mentioned having your script,
but your script should also have areas
where you can personalize.
You should in your script reference their company name,
or their title, or if it's an individual
where they live, the town they live in,
whatever information that you can use from the research
that you did, where you learned about who they are?
You should be able to slip some of those pieces
of personalization into your prospecting call.
Particularly for big enterprise sales,
you want to be personalizing like crazy,
you want to show this prospect
that you know exactly who they are, not in a creepy way,
but in a way that demonstrates
that you've done your homework,
you know who you're talking to, and you've made the effort.
It's one of the best ways that you can stand out
on a sales call.
Number Seven- Know your contingencies.
When you make prospecting calls,
prospects are likely to push back at very predictable points
in the call.
And these are the moments that scare salespeople the most.
When you start the call and you say,
"Hey, how are you?"
Or, "Do you have a minute?"
And they say, "No, no, actually I'm really busy."
Most salespeople get all choked up and freak out
at that moment.
But instead, what I want you to do
is have your contingencies built right into your script.
So that way when you get that pushback
you know exactly what you're going to say
in order to continue the conversation.
Knowing those contingencies is the difference
between out of 10 connected calls,
and 10 of them having one or two conversations
and having five or six.
The contingencies are what keeps the call going,
it's what keeps the train on the track
and ultimately gets you closer to setting that appointment.
Number Eight- They can't hurt you.
One of the things that we have to remember
is that we're virtual,
we're not actually there face to face.
And quite frankly, even if you are face-to-face,
even if you're making sales calls face-to-face,
you're doing cold calls by going into a shopping mall,
or going into a store, or going to someone's office,
they still can't hurt you, they're not going to hurt you.
There is no situation in which you are physically at risk
when you're in a selling situation.
What we're so afraid of, goes back hundreds of thousands
of years where when you started a conversation
with a stranger, let's say, 10/15,000 years ago,
your life was legitimately at risk.
So we have this fear deep in our cake part of our brain
that says, danger, danger, talking to a stranger,
don't do this.
That programming did serve us really well back in the day,
nowadays, it is simply holding us back
from hitting our sales goals.
They can't hurt you, make the calls, take risks, have fun.
So there is how to make good at sales calls even great.
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