How to Conduct a Sales Call

The key aspects of conducting a sales call isn't what you say, but how you say it. Speech, tone, and a willingness to listen are just a few of the steps needed when making a sales call. Every step is crucial to either making the sale or the prospective customer hanging up on you.

Instructions

1. Speak with a friendly, yet firm tone. Tone is one of the most important factors in making sales calls, so make sure you practice. You can do so by not only listening to how others conduct their sales calls, but by practicing it alone in front of a mirror. Remember to smile during the call, as this will add pleasantness to your calls. End each sentence with your voice on a low note. This will show that you're serious about what you're talking about.

2. Approach the call as if you are helping the customer. Many times, people tend to call with the idea that they only want the sale. However, you will hear more dial tones than anything else. No one wants to be told what to do, so make sure you are not reflecting this to them. Your product or service sales script should be geared to show the customer that what you're trying to sell them will somehow help them in the future.

3. Answer the customer's question promptly. If a customer wants to know more about the product or service you have, then by all means explain it. For example, if Joe Johnson wants to know if what you're selling comes with a money back guarantee, answer it with a yes or no and continue on with the sales call. If what the customer asks isn't something you can provide, then be honest. No one likes anyone who tells lies as this will surely warrant a call back from your customer if they purchase what you have.

4. Listen. This is another important tool needed when conducting sales calls. Listen to the customer's tone to see if they are interested. Listen to the background to see if a baby is crying or if the television is playing as this will distract them from listening to you. Listen to what the customer says if they say no, as this will help you overcome the objection and present another opening for the sale.

5. Always close your statements when you are finished talking. Many people don't ask for the sale after telling the customer everything about the product or service. This "no-no" will not only waste precious time, but will allow your customers to think about whether or not they need what you're selling. In that cases they will say no. By asking the question, you now make the decision that much more direct. Now your customers will have no choice but to answer yes or no.

Tips & Warnings

• Assume the sale.

• Confidence breeds sales.

• Never assume what the customer said. Make sure it's a confirmed statement before proceeding further.

• Never interrupt what the customer is saying to you.