If you want to close more and bigger deals on a sales call with less effort then read this article….
Hi am I talking to Amit? Amit: Yes, who is this? Amit this is Rohan from Way2SMSIndia, would you like to promote your business using bulk SMS? Amit: I was planning to, but then a friend told me how most of the SMSs are blocked by DNDs, and how providers steal data and charge for SMS that not even get deliverered. Last time I tried with a vendor but a glitch in their system led to huge loss in business reputation.
After this statement, it is almost impossible to aggressively sell… Because you have been forced into a situation of defending your value.
What could you have done differently?
The answer is – to have a proper sales call structure.
Before we get into the benefits of a sales call structure and how to design one,
let’s look at what happens without a good sales call structure
- You have no idea what questions to ask.
- The entire direction of the call depends on the mood of the prospect.
- There is no Plan B if things go wrong.
- Heck, there is no plan A so things are bound to go wrong…
Just to be clear to have a sales call structure does not mean becoming robotic on your sales call.
In fact, it’s the opposite
It’s about having a plan to manage the human aspects and uncertainties of the call like a pro
With the right sales call structure
- You will know how exactly how to open the call and hold a conversation with every prospect no matter how difficult they are.
- You will know exactly what questions to ask to get them to reveal all their problems and ask for your help with those problems.
- You will know how to win their trust by showcasing your ability to solve those problems.
- You will know how to come across as the best option rather than getting stuck and petty price comparisons with nonsense competitors.
- Finally, you will know how to overcome objections like ‘I will get back to you‘ and ‘give me some time to think about it‘ and instead push them for closure right now.
Let’s look at how you can design your perfect sales call structure irrespective of what business you are in…
Things to keep in mind while designing a sales call structure
The right Sales Call Structure can help you convert the odds in your favor. Therefore, let’s examine some points to keep in mind when designing a sales call.
1. Do your research
If you know and understand your customers and their needs well then you can deliver an exceptional experience and create an emotional connection with them.
Ever noticed! People visit the same cloth shop whenever they need to buy clothes because they create a bond with the salesperson they connect with while purchasing.
Imagine doing that with your prospects and getting assured repeat orders from every customer that you interact with…
All it really takes is a little bit of effort before jumping on the call.
2. Be yourself
I read an article on the Internet and went on a sales call
Me: I must have caught you in the middle of something Prospect: Haan to tumhare lie khaali thode hi baithe rahenge?
I got so disturbed that I immediately disconnected the call.
Don’t blindly copy your script from anywhere, it won’t look natural because that’s not you. Design your Sales Call Script according to what you are comfortable with.
I sometimes watch Gary Vaynerchuk but I can never imagine cursing my prospects. It’s ok to have role models but don’t follow them blindly.
Because they have their own way to connect. Their pitch, their script, and their way are simply not yours. If you try to copy that it will look fabricated and unnatural.
In other words, you can take inspiration from others and design your script. The designing script will help you to be natural and authentic.
3. Ensure two-way communication in your script
Always remember that; it needs to be a type of conversation and not a monologue.
Your prospects hate you if you talk endlessly. You need to make sure that you engage in a conversation with the customer.
A two-way conversation means they can actually ask questions and get their doubts answered.
Hence, include questions, understand their problems, demonstrate solutions and ask them if they have any doubts about your product.
Because that’s how you build an actual conversation with a prospect.
4. Use the right words in your sales call structure
Your prospects will pay attention to you if you are confident.
Plus the way you communicate shows your confidence and personality.
As the saying goes,
“When you open your mouth, you tell the world who you are”.
Hence, use words that show confidence and certainty.
“For sure”, “definitely” and use phrases like “without a doubt”, “mark my words”, “trust me on this”, etc. rather than
“probably”, “I’m not sure”, “Maybe/might be”, “I think”, etc.
5. Listen more, talk less
Do you want to annoy your prospects?
Then spend 70% of the call listening rather than talking
It makes them feel more valued.
And it gives you a chance to show that you genuinely want to help them solve their problems rather than just trying to sell.
Talking too much, on the other hand, will turn customers away.
And don’t just listen to respond. Listen to understand!
Only you can demonstrate how your product is the right solution for them.
Here is what a sales call structure should look like
Getting on the phone with a stranger and improvising the entire call is tough. Especially when you are starting out.
With proper Sales Call Structure, you will sound more confident and dramatically increase the chances of actually closing the deal.
But, what does a sales call structure look like?
Let’s just look at the steps that can help you in structuring a sales call.
1. Start with a great introduction
There is no doubt that the very first words you say will determine the level of attention you get from the customer.
Make sure your introduction is mind-blowing.
Don’t start with a cliché line that your prospects already hate.
Hello, am I speaking with Parth?
Instead, start with a strong statement or offer to catch the customers’ attention.
Hello Parth, do you want to excel in your career and dominate your competition with the right skills?
If you notice the slightest bit of interest then that’s your cue, charge on:
If yes then hang on, I am Raj, and we at career learning, have a transformative course that can help you go from senior executive to manager in under one year! Wanna hear the details?
NOTE: Notice how this is a short, starts with his name and addresses exactly what he needs.
2. Describe your product briefly
- Your product
- How it works
- How it can benefit the prospect
- Explain what makes you different from your competitors
- Why a customer should choose you
You can show the negative points of your competitor, their service mechanisms, and way of operation. And let them know about your positive attributes in relation to those points.
Remember: Describe your product as a solution to the customer’s problem. A good salesperson sells a solution, not a product.
3. Ask questions
You should put your customer’s interests above your own.
Get to know their business and the problems that they are trying to solve.
Make sure you know what questions you will ask in advance.
But if needed, improvise!
The idea is to get all the information you need to showcase that you really are the best option that they can possibly have.
Try to create an emotional connection between you and your customer.
4. Prepare yourself to deal with objections
Here are some objections that you may encounter while cold calling:
- This product does not fit our budget.
- We don’t believe that it will help us.
- We are not free at the moment.
You need to be prepared to handle these types of objections.
Here is a simple strategy to become a pro at handling objections.
- Identify the objections that your face, and note down every unique objection after your calls.
- Once most of the objections start repeating prepare an answer to each objection.
- Try it out over calls, tweak and iterate on your replies as you go.
- Pretty soon, with enough iterations, you will be handling these objections with absolute confidence like a pro.
In fact, you can use these objections to come up with smart and unique ways to sell.
if they talk about their insufficient budget, you can counter with an exclusive offer. They will feel like they are getting the product cheaper than others.
If they say that they aren’t available right now. Your reply will be: “what is the net loss you will incur if this problem remains unsolved for another six months?”
If they say that it doesn’t work for them. “How can you know before you thoroughly try out the solution?”
5. Lastly, include a call to action
Done with pitching and convincing?
Next, you need to tell them exactly what they need to do to move forward.
You can ask questions like:
“What other information do you need to decide confidently? Because this offer ends soon…”
“When can we expect a call from you about ordering the product?”
“From when you want to start”
If your customer is not so sure about taking your deal, you can end the call by saying,
“No worries, take your time. You can call me back when you’re ready to decide. But I can’t guarantee that you’ll have the same prices then.”
Questions like this have multiple advantages
- It shows that if they have any doubts they can ask her right now.
- It demonstrates that you are not desperate for the sale.
- It creates a sense of urgency without sounding fake.
A call to action is important as it gives the customer the additional push that they need to arrive at a decision.
It is very important to be natural and empathetic in your sales calls but do remember that you have a goal to achieve as well.
Your call should be like a conversation between you and your prospect. Closely listen to them and then act like a man on a mission because you are…
The above sales call structure can be used as a starting point.
And then you can tweak it as you go to have your very own sales call script.