You probably spend a fair amount of time preparing for sales calls. You put in time researching the prospect, working on your cadence and developing a game plan for objections. The more you practice, the more confident you’ll feel when the prospect picks up the phone. You know which best practices to follow but what about what not to do on a sales call? Sometimes little things can unintentionally hurt the conversation.
Sales Gravy’s Jeb Blount, Jr. has put together a list of some easy mistakes to make on sales calls. We share the errors he outlines in this issue of PromoPro Daily.
Don’t apologize. Salespeople are disruptors, Blount says, so own it. When you call, you’re interrupting someone’s day, whether they were in the middle of a project, on another call or on a break. Blount says you should never apologize for the interruption. You’re not sorry you’re making the call. In fact, you’re hoping you establish a relationship. He adds that you should also stop saying “just,” as in “I’m just reaching out” or “Just following up.” When you minimize what you do, it won’t get you more business.
Don’t be vague. You sound weak if you don’t clearly articulate what you want. Many sales reps use open-ended, vague asks for a meeting. They may say, “Do you have time next week?” This can be the kiss of death for an otherwise great call, Blount says. He recommends using stronger language that takes the burden off the other person for finding a time. Say, “I’ve got time next Wednesday and Friday morning. Can I call or text you?”
Don’t ask if you’ve got the right person on the line. Most sales reps have asked, “Is this so-and-so?” Stop doing that, Blount says. Whoever answers the call is your new prospect, so he advises delivering your message with confidence. Don’t give them time to cut you off early if they’re not who you expected to reach.
Stop stammering. Even if you feel nervous, you’ll sound more confident if you eliminate filler words like “um” and “uh.” Remember that every second on a call is valuable, Blount says, so don’t clutter it with words that water down your message and make you appear uncertain and unprepared. It’s OK to pause, he says, if you need to collect yourself before carrying on. Just do your best to avoid the ums and ahs.
Sales calls are all about balance. You need to know when to show enthusiasm and when to let the prospect take the lead. You should also learn to spot the common pitfalls above. Be confident and remember the value you bring as a promo pro.
Compiled by Audrey Sellers
Source: Jeb Blount, Jr. is the marketing manager for Sales Gravy, a sales training organization.
