I find service business owners, that do one-on-one sales calls, are doing 1 of 2 things to prepare for their sales call.
- They either go too hard on over preparing for a sales call due to anxiety of not knowing what to do and say on the call.
- Or, they’re on the other end of the scale, and they’re going into full ‘winging it’ mode.
Which one are you?
Nodding your head at no.1? You’re possibly getting lulled into a false sense of control that all the work you’re doing before a call is more likely to get you a yes at the end of the call. But there’s a downfall to this, we’ll get back to this later in the blog.
Back to the no. 2 head nodders. If you’re in full winging mode. I applaud your carefree attitude. But, if I were to hazard a guess, I would say you deeply care, but the process of preparing for sales calls fills you with too much anxiety and you just don’t have the energy for that right before a call.
The good news, a little from both 1 and 2 is the secret to success on sales calls.
Prior to a call you want to have a clearly mapped out sales strategy and sales process. Having these documents does 90% of your sales prep for you and the best part? You don’t need to re-create the wheel every time before a sales call. These documents, done well, do 90% of your sales prep for every call, no matter what. The other 10% is done to prepare for the particular individual and their business that you’re going to be speaking with.
Because, sales calls do take energy, and you want to conserve your emotional energy for the actual call. You don’t want to use it all up prior by stressing and over preparing when you could be using that for a great sales call where you arrive (in person or via zoom) feeling fresh, present and ready for a great conversation.
That way, once you’ve got a clear strategy and process mapped out, you can actually use some of that ‘wing it’ energy and go with the flow of the conversation, knowing the whole time that you’ve got a clear strategy and process that is more likely to leaving the call with the new client. There’s room for flow too.
Key Take Away Points
- Mindset Shift: Transition from viewing sales calls as transactional to seeing them as opportunities for genuine human-to-human connections. This is often the first real interaction potential clients have with you, making it crucial to leave a positive impression.
- Strategy and Process: A clear sales strategy and process can alleviate the mental clutter associated with sales calls, allowing you to focus more on connecting with the client.
The Benefits of a Structured Sales Approach
- Energy Conservation: By having a clear process, you save on emotional and mental energy, enabling you to engage more effectively with clients.
- Increased Efficiency: A predefined strategy eliminates guesswork, making the sales process smoother and more predictable.
Improved Client Experience: Clients appreciate structure. It allows them to understand exactly what to expect and how to proceed, enhancing their overall experience and increasing the likelihood of a successful sale.
Strategies for Effective Sales Calls
- Prepare Well Once: Know your service and its benefits thoroughly. Know your ideal customer well. Ensure your service is the solution they need. Anticipate potential questions and have your answers ready.
- Listen Actively: Allow the client to express their needs and concerns without interruption. Tailor your responses to address their specific situation.
- Follow a Sales Flow: No script’s here! Having a clear sales process ensures you cover all necessary points, including presenting your offer and discussing pricing.
- Close Confidently: Be clear about the next steps. A hesitant close can undermine the client’s confidence in your service.
Having a structured sales strategy and process for one-on-one calls is not about becoming “salesy” but about facilitating a meaningful exchange that benefits both you and your prospective client. The right approach can transform sales calls from daunting tasks into opportunities for growth and connection and ultimately, a more prosperous business.
Ready to Dive Deeper?
If you’re eager to transform your sales conversations and see real results, download my comprehensive 4-step framework. It delves into the 4 steps to having a great sales conversation.
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Start your journey towards more authentic, effective, and fulfilling sales conversations today. I can’t wait to see the incredible impact this will have on your business and your clients!
