This is a problem all sales reps at one time or another have had to conquer.
Here are three things I did to get my sales calls to sound more conversational:
1) Know the Road Map
Just like you would have more confidence driving from point A to point B if you had a detailed road map showing you how to get where you want to go, you need the same thing for sales calls.
Knowing exactly how to execute the sales process from your Opener, to Qualifying, to Presenting, and finally to Closing is a critical step for sounding more natural on the phone. Knowing what your destination is will also better prepare you for when a prospect gives you a detour to handle.
Note: Some sales people would think that their destination is the “Close”, but if you go into a first time sales call with that mindset, you are sure to fail more often than you succeed. There are lots of little “destinations” you have to hit along the sales journey first in order to increase your likelihood of winning more sales.
2) The Best Friend Referral Mind-set
Sometimes you have to “fake it till you make it”. Meaning, if you’re nervous before a sales call, so be it. Just don’t let the prospect know / sense that you are nervous. One of the ways I learned to get passed that unnatural “tone” while making sales calls was to pretend that the person I was calling was referred to me by my best friend. Having the mindset that the person I’m calling was a relative of a friend of mine who said they may be in need of some help allowed me to quickly find the right “tone” for the conversation, even if on the inside I was still a little apprehensive.
3) Iron Sharpens Iron
Once you have your road map / sales process down (You know exactly what to say on voicemails, gatekeepers, or if you get the actual prospect on the phone), you have to role-play and practice with your peers. There simply is no faster way to get better other than role-playing with your co-workers. Just 5 minutes a day will help sales people fix improper tone.
Just be sure your sales manager is involved to make sure the right sales techniques are being used in order to avoid reinforcing bad sales tactics.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
UPCOMING COLD CALL WORKSHOPS
Register Now for Our Next 8-Week Phone Skills Improvement Program!
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone