10 Sales Call Techniques that Help You Close a Deal Faster

A successful sales call can make or destroy your chances of closing a lucrative business. While the call is a fantastic opportunity to clarify any lingering questions and dispel any worries, it’s also critical for cultivating your customer’s connection through an interesting chat.

For both novice and experienced sales reps, making sales calls can be difficult. We at Alore understand how easy it is to become lost in the plethora of sales advice available.

Our data science team has access to massive data sets as the fastest-growing sales interaction platform, and they produce AI technologies that help our customers increase sales. As a result, we know what works.

We’ve identified the six best sales techniques for calls based on these findings. You may improve your sales call process by using these ideas in conjunction with a good strategy, preparation, and consistency:

What is a Sales Call?

Sales calls are essential for connecting directly with potential customers. Whether you’re calling someone for the first time or following up, they are key to moving a prospect through the sales process.

Why Making a Sales Call is Important?

Phone calls are an essential way to connect with prospects, especially when email isn't enough to make an impact.

1. Establishing Direct Communication

A sales call gives you the chance to speak directly with your potential customer. It helps create a personal connection that emails or messages can't. You can ask questions and understand their needs right away.

2. Personalized Approach

One of the biggest advantages of a sales call is the ability to personalize the conversation. You can tailor your message based on what the prospect says. This shows them that you're truly interested in their business.

3. Immediate Feedback and Insights

Sales calls provide immediate feedback. As you ask questions, you can hear the prospect's responses and adjust your approach. This real-time interaction allows you to gather valuable information about their needs.

4. Building Rapport and Trust

A successful sales call helps build rapport. It allows you to establish trust, which is crucial in any relationship. People are more likely to do business with someone they trust.

5. Clarifying and Overcoming Objections

On a call, you can quickly clarify any misunderstandings and address objections. This is much more effective than sending a follow-up email. You can solve problems and answer questions in real-time.

6. Increased Conversion Potential

The ultimate goal of any sales call is to move a prospect closer to making a purchase decision. By engaging with them directly, you increase the chances of conversion. Sales calls allow you to guide the conversation and highlight the benefits of your product or service.

What are the Important Steps in Making a Sales Call Process

1. Preparation and Research

Before you make any call, it’s essential to do your homework. Researching the prospect’s company and understanding their pain points will help you tailor the conversation.

Preparation helps you speak directly to the prospect’s needs, making the call more relevant and increasing the chances of success. 

When you know their industry, challenges, and previous interactions, you come across as knowledgeable and invested in solving their problems.

How:

• Research the prospect’s company and recent developments.
• Understand their pain points or challenges.
• Look at their social media profiles or website for additional context.

2. Set a Clear Objective

Before picking up the phone, know what you want to achieve. Is it to schedule a demo? Understand their challenges better? Or move them closer to making a purchase decision?

Having a clear objective helps guide the conversation and keeps it focused. It also ensures that you don’t stray off-topic, making the call more productive.

How:

• Set a clear objective for the call (e.g., book a follow-up meeting).
• Define success at the start of the call, so you can steer the conversation in that direction.
• Prepare a list of key points to cover during the conversation.

3. Opening the Call with a Strong Introduction

A strong introduction can set the tone for the entire conversation. You want to make a positive first impression and quickly capture the prospect’s attention.

The first few moments of a sales call are crucial. If you don’t establish rapport right away, the prospect may lose interest. An engaging and confident introduction can help keep the conversation moving forward.

How:

• Start with a warm greeting and introduce yourself confidently.
• Mention your value proposition in the first 30 seconds to show how you can help them.
• Ask if it’s a good time for the prospect to talk to avoid wasting their time and ensure they’re in the right mindset.

4. Establish Rapport Early

Building rapport is the process of creating a connection with your prospect. You want to make them feel comfortable talking to you.

Establishing rapport early helps make the conversation smoother and more engaging. When the prospect feels comfortable, they’re more likely to listen to you and trust your insights.

How:

• Start with a friendly greeting, and show interest in their business.
• Ask them a question about their current challenges to show you care about their needs.
• Share something relevant about yourself, like a mutual connection or an industry update, to build trust.

5. Qualify the Lead

Qualifying a lead means finding out if the prospect is a good fit for your product or service. It’s crucial to identify the decision maker early on to avoid wasting time with someone who isn’t involved in the buying process.

Connecting with key decision makers early in the sales call process helps guide the conversation towards a potential sale.

By qualifying the lead, you avoid wasting time on prospects who aren’t ready to buy. It helps you focus on those who are genuinely interested, making your calls more effective.

How:

• Ask questions about their needs, goals, and budget to determine if your solution is a good match.
• Understand their pain points and how your product or service can help.
• Focus on identifying key decision-makers and ensure you’re speaking to the right person.

6. Ask Open-Ended Questions

Open-ended questions are those that can’t be answered with just a "yes" or "no." They encourage the prospect to share more information.

These questions allow you to understand the prospect’s needs better. The more they share, the better you can tailor your pitch to address their specific challenges.

How:

• Instead of asking, "Are you interested in our product?" ask, "What challenges are you currently facing in your business?"
• This type of question invites the prospect to open up, giving you valuable insights into how you can help.

7. Present the Solution

After you’ve listened to your prospect’s needs, it’s time to present the solution. This means showing them how your product or service can solve their specific problems.

Presenting a solution helps the prospect see the value you offer. It’s important to tailor your solution to address their pain points directly, rather than providing a generic sales pitch.

How:

• Start by reminding them of their problem or challenge.
• Explain how your product or service will help them overcome these issues.
• Use real-time access or valuable insights to show your solution’s benefits.
• Be clear and specific, and avoid overwhelming them with too much information.

8. Handle Objections and Close the Call

Handling objections is a crucial part of the sales call. A prospect may have concerns or questions that could prevent them from buying. Addressing these objections and closing the call effectively is key to getting a sale.

Objections are natural, and handling them well can build trust and improve your sales success. Closing the call properly helps seal the deal.

How:

• Listen carefully to their concerns, and show empathy.
• Offer solutions to the objections they raise. For example, if the price is an issue, explain the value of your product and how it solves their problems.
• Once objections are addressed, confidently ask for the sale. For example, you could say, "Based on everything we’ve discussed, would you like to proceed with the solution today?"
• If they’re ready, confirm the next steps, such as scheduling a follow-up call or meeting.

When to Make a Sales Call

1. Understand Your Prospect’s Schedule

Do some research to determine the best time to reach your prospect. Are they an early riser, or do they prefer to make decisions later in the day? 

Knowing this can help you target the right time, increasing the chances of a positive reception. Avoid calling during busy hours or at times when they are most likely to be distracted.

2. Leverage Time Zones

If you're dealing with leads from different time zones, make sure you’re mindful of their local time. A call at 9 AM in one-time zone might catch your prospect at a bad time in another. 

Use scheduling tools to track the best times to contact leads based on their time zone to increase your chances of connecting.

3. Call at the Right Stage in the Buyer’s Journey

Timing isn’t just about the clock—it's about where the prospect is in the sales funnel. Calling too early or too late can hurt your chances of closing. If they’re still in the awareness phase, it may be too soon to pitch. 

On the other hand, if they’re ready to make a decision, timing your call to align with their purchasing intent can create a sense of urgency.

4. Use Data to Time Follow-Ups

Follow-up calls are just as important as the initial conversation. Use your CRM or sales automation tools to track previous interactions and schedule follow-ups at optimal times. 

A well-timed follow-up call after a demo, for example, shows that you're organized and committed, giving you an edge over competitors.

Key Sales Call Techniques to Use

1. Start the conversation on a firm note

Leads may start the call with prejudices and perhaps a few misconceptions about your product or company, as sales calls aren’t performed in a vacuum.

A well-thought-out start can help you make a positive first impression on your prospects. Making a clumsy entrance or speaking in an ineffective manner, on the other hand, might jeopardize even the most promising business.

In a sales interaction, customers form opinions about you immediately, so it’s critical to make the best first impression possible.

When you’re on the phone with someone, they can’t see what you’re wearing or how your hair looks. The only thing they have to go off of is your voice and the words that come out of your mouth. Sales techniques are no different.

Here are some simple sales techniques for getting your sales presentation off to a good start:

• Prepare in Advance: Prior to the meeting, read notes from prior meetings such as discovery calls, and learn about your prospects’ information. Make sure you have data readily accessible for answering typical questions, anticipating potential needs, and learning about common interests.
• Research and Plan Ahead: Prepare for the call by reading notes from previous sessions, such as discovery calls, and reviewing information about your prospects. Make sure you have adequate data on hand to respond to typical questions, anticipate future needs, and discover common interests.
• Save the Business for Later: Avoid selling your business right now. If you rush your transaction, potential customers will feel unimportant and unvalued. Warm up with your lead first. Spending five minutes at the start of the talk learning about their interests can help you establish a rapport.
• Analyze the Agenda: Set the tone for your conversation by letting prospects know what they may expect. Encourage leaders to make adjustments to the plan as they see fit, as this will increase their involvement in the process.

Make remarks like these: “I’ve created a schedule to ensure that we get as much done as possible. Is there anything you’d like to change or add?”

• Make a Promise: Inquire about the prospect’s commitment to the process’s following phases. Pose questions like these: “Can you commit to moving on to the next stage if you see the value in [X] product after our call? We can go our separate ways if that is not the case. What do you think of that?”

2. Make Product Value Communicated

Customers want to save money, but the price is only one factor to consider. You must illustrate how your solution solves or alleviates your lead’s problem or pain points during your conversation.

Show how you’ve solved similar problems in the past via case studies and real-life examples. The goal is to persuade your potential customer to choose your product and see the value in it for themselves.

To set yourself up for a fruitful engagement, use technology that provides you real-time access to crucial information, such as notes from previous calls and facts about the prospect’s pain points and goals.

You can also teach your reps in real-time as a sales lead to ensure that the product value lands for leads every time. Look for tools that allow you to deliver real-time feedback to your reps so that your advice is relevant.

3. Personalize the Experience

Personalization is a powerful tool in any sales call. Instead of using a generic sales pitch, tailor your approach to each prospect’s unique needs and situation. When you personalize your sales call, you make the conversation more relevant and engaging.

Start by doing some research. Learn about the prospect's company, their pain points, and what challenges they may be facing. This helps you frame the conversation around how your solution can specifically help them. 

For instance, if a prospect is struggling with improving customer service, you can highlight how your product or service addresses that exact issue.

Personalization helps build rapport and makes the prospect feel understood. This can increase trust, making them more likely to engage with your offer.

Begin your call with a friendly greeting and mention something specific about the prospect’s company or industry.

Use their name throughout the conversation to keep the experience personal. Focus on the value your product or service can bring to their specific business needs.

4. Build a pitch around the customer preferences

A discovery call, also known as a demo, is different from a cold call in that it gives you a limited understanding of the prospect’s needs, pain points, and intricacies.

You have no reason not to prepare for a sales call. Participate in the client’s issue. Before the call, look through client data, social media, and other resources for recurring questions and pressures.

Examine meeting notes, events, and keyword search results for shared interests to discover more about their values and what they believe is important. 

Make your proposal more personalized by incorporating talking points, demonstration highlights, and using examples.

As a result of your preparation, your lead becomes the focal point of the conversation. Your entire pitch will show potential clients how your service may help them live better lives. If you don’t add this personal touch, your pitch will sound like a cold call.

5. Use Active Listening to Build Trust

One of the best sales call techniques is active listening. Active listening is when you listen carefully to what the prospect says, without interrupting. It shows respect for their time and needs, and it helps build a strong, trusting relationship.

When you actively listen, you’re not just waiting for your turn to talk; you’re fully engaged with the prospect's words and emotions. This lets you better understand their concerns, motivations, and objections.

People appreciate feeling heard, and when you show genuine interest in their needs, they are more likely to trust you and open up about their pain points. This gives you valuable insights to tailor your solution accordingly.

Ask open-ended questions like, “What challenges are you facing with your current process?”

Give them time to explain their needs in detail. Acknowledge their concerns by summarizing what they’ve said, which also shows you’re paying attention.

6. Create a Sense of Urgency

Creating a sense of urgency can be a game-changer in a sales call. Prospects may be interested in your offer, but unless they feel urgency, they might not take immediate action. The key is to highlight why acting now will benefit them.

For example, you can mention limited-time offers, exclusive bonuses, or the risk of missing out on a solution that could solve their problems. However, it’s important not to sound too pushy or manipulative.

Your goal is to make them feel the value of acting quickly without creating unnecessary pressure. A sense of urgency pushes prospects to make decisions faster, which can help you close deals more efficiently.

Use phrases like, “This offer is only available for the next 48 hours” or “We have limited slots left for this month.” If the prospect is hesitating, remind them of the pain points they want to solve and how your solution can help them right now.

Reinforce the value of your solution in a time-sensitive context, like helping them improve their customer service before the next quarter starts.

7. Handle Objections with Grace

It’s critical to realize that an objection isn’t always a firm “no!” In actuality, it’s just another opportunity to educate the prospect and demonstrate that you care about their issues.

Objections are rather prevalent, and competent salespeople should be aware of them and be prepared to deal with them. Prospects can be deterred from taking the next step by fears, money constraints, and nuanced pain points.

Every objection is an opportunity to assuage your customer’s concerns and highlight the product’s unique value proposition.

The following are some suggestions for dealing with objections:

• Consider pausing for a moment to listen to what the customer has to say with an open mind and a conversational tone. Be careful not to come out as defensive or forceful, no matter how impassioned you are.
• Investigate why the protagonist feels the way he or she does. It will be easier to persuade people to see things from your point of view if you first comprehend theirs.
• Prepare for common objections as a group: Make it a habit to regularly collect, review, and document common objections. Make time for reps to receive training on how to deal with common objections.

8. Leverage Social Proof

Social proof is a powerful sales call technique. It means showing potential customers that others like them trust your product or service. When people see that others are happy with what you offer, they are more likely to trust you too.

For example, you could share customer testimonials or case studies. If a prospect sees that someone in their industry has had success with your product, they may feel more confident in making a decision. You can also mention any awards or recognition your company has received.

Using social proof in your sales calls helps build trust and shows the value of your offering. It turns your product or service from a potential solution into a proven one. The more you can show others' success, the easier it will be to close the deal.

Incorporating social proof into your sales call techniques can make a big difference in moving the conversation forward and increasing your chances of success.

9. Conclude the meeting with a list of the next steps

Your lead may have questions regarding what occurs next once the meeting ends. During your call, spend time summarising the important topics of discussion and explaining what the prospect can expect after the meeting.

As you progress through the purchase cycle, this sets the tone for both you and the customer. Because information is easily misread and lost, try automating your follow-up to ensure a smooth procedure.

10. Make Effective Follow-Up

The goal is always to close the business, but certain leads require a longer time. It’s possible that 80 percent of leads will want five to twelve points of contact before making a decision.

Unfortunately, just 8% of salespeople follow up with leads more than five times, leading to opportunities being missed. 

A follow-up helps you maintain the call’s momentum and demonstrates to a lead that you’re serious about solving their problem, giving you a competitive advantage.

When addressing follow-up, be specific; set a day and time during the conversation. While meeting at the prospect’s request is preferable, don’t wait too long to reconnect because it may be tough.

Request that prospects consider their goals during this time period and make a decision at your next meeting.

To keep everyone on track, provide crucial meeting notes in your meeting invitation. Consider designing a follow-up sequence, or email blueprint, that all sales agents can use to ensure successful and consistent follow-up following each contact.

Sales professionals who embrace effective techniques are more likely to close deals faster and build stronger relationships.

Give your salespeople the ability to close deals faster in real-time

With so much riding on the success of your sales calls, your team requires tools that will provide them with the exact information they require when they require it. 

Alore boosts your team’s productivity and efficiency by providing real-time sales enablement and automation.

Tips for Making a Sales Calls

1. Prepare Your Pitch, but Be Flexible

Before making a sales call, it's important to prepare. Have a clear idea of what you want to say and the solution you're offering. But remember, each prospect is different. Be ready to adapt your pitch based on the conversation. 

If the prospect mentions pain points, focus on how your solution can address those issues. Flexibility in your sales pitch allows you to connect better and build rapport. Sales reps need to be adaptable, using the right techniques to respond to each prospect’s needs.

2. Do Your Research Before Calling

Research is crucial before dialing a number. Know the company you're calling, the industry they’re in, and their potential challenges. Knowing the prospect's industry allows you to frame your solutions in a way that resonates with their specific challenges.

When you show that you understand their business, it builds trust. Understanding the prospect's business allows you to tailor your sales pitch and offer the most relevant solutions.

If you know a prospect’s pain points, you can directly address them in your call, making the conversation more valuable. A personalized approach can turn a cold call into a warm lead. 

3. Use the Prospect’s Name

People love hearing their own name. Using the prospect's name during the call makes the conversation feel more personal and engaging. It helps to build rapport and makes your call stand out. 

It shows that you see them as an individual, not just a number or another lead in the sales process. This simple tactic can make a huge difference in how your sales call is received.

4. Start with a Hook

The beginning of your call is crucial. Start with a hook that grabs the prospect’s attention. This could be an interesting piece of information, a question that relates to their business challenges, or a quick mention of how your solution can help.

A strong opening sets the tone for the rest of the conversation and piques their interest. A good hook can make the difference between a successful sales call and one that quickly loses momentum.

Most successful sales calls rely on active listening and building rapport with the prospect from the very beginning. A strong sales call opening ensures that the prospect feels valued and engages with the conversation early on.

5. Keep It Concise

When you're making a sales call, time is valuable. Get straight to the point. Keep your message short and clear. No one likes long-winded conversations. Respecting the prospect's time by being concise and to the point will ensure that they are more likely to take your call seriously.

Focus on the main points, and don't waste time. This helps keep the prospect's attention and makes sure you don't lose the chance to make a successful sales call.

6. Listen More Than You Speak

Active listening is one of the most powerful sales call techniques. Instead of doing all the talking, listen to what your prospect has to say. This helps you understand their pain points and needs. 

When you listen carefully, you can tailor your conversation to provide a better solution. Listening also shows that you value their input, which builds trust and makes the call feel more like a conversation than a pitch.

7. Use Positive Language

The words you use can influence the outcome of your call. Instead of focusing on obstacles, use positive language to frame your message. For example, instead of saying "This solution is not difficult to implement," say "This solution is simple to set up." 

Positive language keeps the conversation upbeat and reassures the prospect. It also helps you sound more confident and optimistic. As a sales representative, it’s your responsibility to know your product well and to communicate its value effectively.

8. End with a Call to Action

Every good sales call should end with a clear next step. This could be scheduling a follow-up meeting, sending more information, or setting up a product demo. Let the prospect know exactly what you’d like them to do next. 

This creates a sense of urgency and keeps the conversation moving forward. A clear call to action helps close the gap between talking and sealing the deal.

Some of the best sales call tips include preparing a clear agenda and using positive language throughout the conversation

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