The Process of a Sales Call
At some stage of your sales process, you will have made first contact with your client. The following usually happen.
- You sent out a cold e-mail and they cold called you to get more information.
- They replied to your cold call e-mail and you set up a meeting with them.
- You cold called them after some type of conversation via e-mail.
In this scenario, we are assuming that you and your prospect have some type of introductory relationship. They at the very least know who you are probably via a short e-mail conversation.
Now as a confession, I have an unhealthy obsession with diagramming, so here is a flow chart of the process.
Call Prospect
The first thing when making a call is to make sure to call in their time zone. Calling them 4am or at 8pm if they have their cell because you neglected to think where they are at is a death sentence for your sale. Call Introduction
“Hello ____. My name is Dan Quach from Menutail. Is this a good time to talk?”
Here, we introduce ourselves, but we IMMEDIATELY ask them if this time is convenient to them. This phrase “is this a good time to talk?” highlights your respect for their time.
It seems really minor, but if you don’t add that phrase and keep talking, they might get flustered if they are really busy.
If there are busy, ask if there is another good time to talk with them.
Are There Any Questions I Can Answer About Our Service
“I’m just calling to see if I can field any questions about our service for you?”
When you talk with your prospect you most likely will not know the level of knowledge they have on your service. Asking them a question takes their guard down a little as it gives them time to talk instead of you preaching the virtues of your service.
Listen
At this point, there really is no good script, except to listen. Listen to your prospect’s problems, and see if it is a match for your service. Your goal is to ensure that your client and your service have a mutually beneficial service (a win/win).
Evaluate Sales Feasibility
If you happen to realize that your solution won’t work for them, hold the high ground and don’t push them to your service. Send them leads to other people who might serve them better, and who knows they may just go out and refer you a client for having high ethical standards. If your prospect would indeed benefit from the service, suggest the next step to close the sales process. If they need to sign-up, then be sure to send them a follow up e-mail quickly after the call.
