Despite the numerous sales methods today, sales calling has stood the test of time and continues to be an effective approach.
Well-done sales calls also have the benefit of nurturing relationships with customers.
Sales calling is a role that is frequently outsourced and many premier outsourcing firms, such as Wing Assistant, offer this type of service.
The firm sets up a dedicated assistant or team of well-versed sales callers that perform this task on behalf of your company.
What is sales calling?
Sales calling involves contacting a potential customer through the phone to generate sales. Sales calls can be made by a salesperson or by an automated system.
Its purpose is to generate leads for your business by getting people interested in what you have to offer them.
The idea behind sales calling is simple – If a company has a product or service that can help the customer, then it should be able to convince the consumers to buy it.
This might sound easy, but selling something over the phone can be difficult.
Sales callers may use scripts, which are pre-written sentences and phrases that are used when making calls.
These scripts ensure consistency, which reduces the risk of rejection and helps build rapport with customers.
Sales calling best practices
Sales calling can be intimidating, especially for first-time agents. Even experienced sales callers may stumble or mishandle a call occasionally.
Here are some best practices to keep in mind to make the process less of a headache:
Know your prospects and their needs
The best sales calls are those made by people who know the needs of their prospects.
When you’re on the phone with a prospect, it’s important to understand what they want and need from your product or service.
This may seem obvious, but many salespeople still spend their first few minutes on the phone asking basic questions like “how are you doing today?” or “what can I do for you?”
If you familiarize yourself with your prospect’s background and business challenges before calling, it will be easier to tailor your approach accordingly.
Clearly communicate product value
This step is one of the first things to do. You can do this by giving them a demo, which allows them to see how it works and experience its benefits for themselves.
After the call, you can also send an email with a link to a video or article that explains why your product is worth their time.
Learn to accept rejections gracefully
The best sales callers know how to deal with rejection. They are able to accept “no” and move on without taking it personally, which is key to building long-term relationships with prospects and customers.
Learn from the experience. Ask why a prospect said no and keep the reasons in mind for future calls. A manager or mentor may also help in improving your approach.
End every call by confirming the next steps
The most important part of any call is ensuring that the prospect is clear on what they need to do next. If there are any hurdles in their way, now is the time to address them before it’s too late.
Sometimes your prospect may not be ready to engage right away, but they will remember your company if they know that they’ll be hearing from you again soon.
Use technology to eliminate tedious tasks
Tools like a CRM or marketing automation system help you to keep track of your prospects and manage your follow-up. Using software allows you to automate much of the lead-to-customer process.
Dedicated sales calling services through Wing Assistant
With Wing Assistant’s sales calling services, you get a dedicated sales team that performs sales and marketing for your company.
Your Wing Caller essentially functions like an outbound call center but with industry-leading prices.
Wing Assistant ensures that your sales callers work only for you and utilizes their skill to generate leads and close deals.
Contact Wing Assistant for a sales calling team today!