Sales call tips that are blindingly obvious – but you’re probably not doing
It’s the simple things that trip us up.
Time and time again.
For all the research and pseudo-science that surrounds the psychology and methodology of the sales call, there are actually some really simple things you can do to move a lead down that funnel.
So, when your next Sopro lead comes wining its way toward you – and you arrange to make that call – stop for just a second.
Here are the blindingly obvious sales call tips that you are probably not doing often enough.
1. Bring a little sunshine
Sometimes the simplest tricks are the best.
Make sure you make it feel like the sun is shining as you open that sales call. Never start by referring to bad weather, traffic snarls, horrendously busy days and so on.
Have a ray of positivity tucked up your sleeve and slip it out to get things kicked off on the right foot.
2. Make them feel good about themselves
More rays of sunshine here.
When you make someone feel good about themselves it inspires them to want to live up to our image of them.
So, if you say “It’s been really lovely to talk to you,’ your prospect will want to continue to make it lovely.
Compliments work by making those receiving them want to live up to them.
And that’s very handy to remember.
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3. Don’t refer negatively to competitors
As well as spreading the good stuff you should be careful of spreading the bad stuff.
In technical terms, psychologists call this “spontaneous trait transference“. In simple terms, you will, no doubt, recognise the tendency to place the negative traits applied to others onto the person voicing them.
So, if you question a competitor’s after-sales service, doubts begin to rise about yours. If you intimate that their third-party suppliers are far from ethical in their employment practice, it is your record that also becomes besmirched.
Don’t do it.
4. Stand up
This one really works.
To let your passion and excitement come through in your sales call take the simple step of standing up. Go on, give yourself space to roam so you can really get expansive.
Here’s the science bit: the more you free your body to gesture, the more vocal range you use. And when you increase your vocal range, your voice sounds natural and conversational.
Headsets are also a great way to free up your hands during your call.