6 Mistakes When Making a Sale Over the Phone
Posted: Wed Dec 04, 2024 10:49 am
How many phone sales do you make in a month?
We are constantly on the phone with our clients. It is such a common activity that we forget how important it is to be able to sell over the phone effectively.
As salespeople and sales managers we are always looking to improve. We work on our closings, on being more convincing, on improving our time management. The list is endless, but... when was the last time you looked to improve your calls?
It's an interesting paradox. We all know it matters, and many of us are anxious to contact prospects on the phone. Even the most experienced salesperson feels a rush of adrenaline when making that first cold contact with a stranger.
Throughout my career in sales and my more than 10 years as a consultant, author and speaker on the same topic, I have learned a few things. I would like to share with you what I have learned and in this case I am going to explain the 6 mistakes that you should avoid in your phone calls. In this way, you will be able to make a good first impression.
Because?
Did you start a sales conversation on the overseas chinese in worldwide data wrong foot and fail to create a good impression with your prospect? They are unlikely to convert into a customer. Think about it… how do you expect to close a deal if you fail to inspire trust?
But what exactly could go wrong?
What are the mistakes you should avoid when trying to establish a sales relationship?
What practical steps can you take to conduct a successful introductory call?
What are the mistakes that lead to losing prospects?
We will cover all of this in more detail in this blog. But before we start with the 6 mistakes you should avoid when making a sale over the phone, you need to understand something.
The most important thing in your first phone sale is to establish trust. You need to quickly show how you can add value to your prospect's needs.
"All relationships are built on trust, and trust is built on consistency." —Nicholas Boothman, author of Win in 90 Seconds.
The first 90 seconds with a prospect are much more important than you might think. In this brief minute and a half, our prospects make decisions about who we are, what we want, and how trustworthy and important our opinions and intentions are.
This often happens unconsciously. And whether we realize it or not, these cognitive biases determine a lot about the way we relate to others.
If you don't believe me, just remember the last cold call you received from a call center of your mobile phone service provider.
How long did it take you to decide whether to continue the call? Did you make this decision consciously or was it an automatic reaction?
If you're like me, you realized the intent of the call within seconds. You thanked the sales executive and hung up the phone before he could finish his initial proposal.
This is due to the initial approach of the call. A good salesperson starts any cold call looking to build a good relationship. The goal is to gain the trust of his prospect.
We are constantly on the phone with our clients. It is such a common activity that we forget how important it is to be able to sell over the phone effectively.
As salespeople and sales managers we are always looking to improve. We work on our closings, on being more convincing, on improving our time management. The list is endless, but... when was the last time you looked to improve your calls?
It's an interesting paradox. We all know it matters, and many of us are anxious to contact prospects on the phone. Even the most experienced salesperson feels a rush of adrenaline when making that first cold contact with a stranger.
Throughout my career in sales and my more than 10 years as a consultant, author and speaker on the same topic, I have learned a few things. I would like to share with you what I have learned and in this case I am going to explain the 6 mistakes that you should avoid in your phone calls. In this way, you will be able to make a good first impression.
Because?
Did you start a sales conversation on the overseas chinese in worldwide data wrong foot and fail to create a good impression with your prospect? They are unlikely to convert into a customer. Think about it… how do you expect to close a deal if you fail to inspire trust?
But what exactly could go wrong?
What are the mistakes you should avoid when trying to establish a sales relationship?
What practical steps can you take to conduct a successful introductory call?
What are the mistakes that lead to losing prospects?
We will cover all of this in more detail in this blog. But before we start with the 6 mistakes you should avoid when making a sale over the phone, you need to understand something.
The most important thing in your first phone sale is to establish trust. You need to quickly show how you can add value to your prospect's needs.
"All relationships are built on trust, and trust is built on consistency." —Nicholas Boothman, author of Win in 90 Seconds.
The first 90 seconds with a prospect are much more important than you might think. In this brief minute and a half, our prospects make decisions about who we are, what we want, and how trustworthy and important our opinions and intentions are.
This often happens unconsciously. And whether we realize it or not, these cognitive biases determine a lot about the way we relate to others.
If you don't believe me, just remember the last cold call you received from a call center of your mobile phone service provider.
How long did it take you to decide whether to continue the call? Did you make this decision consciously or was it an automatic reaction?
If you're like me, you realized the intent of the call within seconds. You thanked the sales executive and hung up the phone before he could finish his initial proposal.
This is due to the initial approach of the call. A good salesperson starts any cold call looking to build a good relationship. The goal is to gain the trust of his prospect.