5 Common Sales Call Mistakes To Avoid
As a sales rep you spend all day on the phone selling to prospective customers.
However, what if you’ve been making the same mistakes since your first call and repeating those errors in succeeding calls, resulting in a lower conversion rate?
Eliminating common sales call mistakes can make a big difference in your sales bottom line.
Here is a list of 5 common sales call mistakes to avoid:
Not being prepared
Prior to a call with a prospect, take a few minutes and get ready to the call. Who is he, what does his business do, what’s his background etc. Every little detail might come useful on your call.
On the other hand, when you call a prospect and have no idea what’s his business needs or who he is, even if you’re the best improvisator in the world, it will most likely end in an unsuccessful call.
In todays world, when there are so many sources of data out there, it’s truly unprofessional to call a prospect unprepared so make sure you take these few minutes and prepare yourself to the call.
Failing to set objectives
Sales calls are just like any other task or meeting on your agenda, unless you set objectives, it will be very hard for you to have a successful call.
Setting objectives to your calls, and stating them at the beginning of the call, will help both you and your prospect set expectations for the call and have a known framework for the call.
Talking instead of listening
That’s a very common mistake of salespeople. They tend to love hearing themselves talking. However, your prospect doesn’t care about your product. Nor about how awesome you think it is.
Your prospect only cares about himself and his business success. Therefore, listening to your potential customer might come really handy when you’re trying to sell him your product.
Explaining how your product is the perfect solution to the pains your prospect just described will lead to a much better response and eventually to a closed deal.
Guessing the prospect’s pain points for them
Forget about what you think you know about your prospect and his pain points. You don’t know anything unless you hear it with your own ears. Even if it’s a common pain, and you’re sure that everyone suffers from it. It doesn’t matter.
Wait until your prospect describes this pain using his own words and then, use his words and description in order to customize your pitch to his pain.
No Next Steps
Your call went great and the potential buyer is genuinely interested. Great! Now it’s time to outline the next steps in the buying process.
Your prospect is not likely to spend time and effort researching the next steps they will have to take — therefore, it’s your responsibility to do the work for them and make these next steps clear.
Furthermore, stating the next items on the agenda is a great way to summarize the call and also provide you with a great excuse to follow up later.
About the author: Ohad Oren is Co-Founder and COO of ONDiGO. Prior to ONDiGO he Co-founded several start-ups. Ohad has years of experience in Sales and Business Management. You can follow him on twitter on @OrenOhad
Images sources: Giphy