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Understanding the Sales Call Steps: How to Close More Deals - Executive Boutique - ContactCenterWorld.com Blog

Understanding the Sales Call Steps: How to Close More Deals

As Henry Ford once said: nothing happens until someone sells something.

Cash flow is the lifeblood of every business, which is why the sales department often has the most significant impact on a company’s operations. As such, everything revolves around the sales forecast, including the company’s target goal attainment and, thus, your KPI.


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The problem is selling is a hard skill to pin down. As with anything that entails human-to-human interactions, whether in-person or via calls, it requires a lot of context and comprehension to conduct. Moreover, you must tailor each conversation for each customer who needs different solutions for different problems.

While every sales situation is different, almost all follow a general pattern towards a conclusion. And when patterns arise, so does the opportunity for replication and scaling. Creating a sales playbook is an excellent step to replicate and scale your methods to achieve bigger goals, and every playbook starts with an understanding of the sales process.

The sales process is the invisible blueprint that most sales calls follow, and this infographic will provide a top-to-bottom guide on the steps of the sales call.

 

The 7 Steps of a Sales Call

The following steps serve as an outline of the structure that most sales calls should follow. The process starts before a call is made. That is, finding out whether a lead is sales qualified and tailoring your presentation for their specific needs. 

Next is the actual call itself, where you present your case, handle objections, and, hopefully, close the deal. The last step is maintaining your relationship with the customer. 

However, do not think of this as a script to follow to the letter. Since you will be presented with different situations for each call, some improvisation will be needed. With that said, it will be a lot easier to improvise if you know which step in the process your conversation is currently in and where it is heading next.

So, now, let us delve deeper into the steps of a sales call: 

  1. Prospecting

It may be helpful to create a buyer persona to help you narrow down your leads. A buyer persona is a semi-fictional character that represents an ideal member of your target market. It enables you to categorize people with similar goals and pain points. You can use this to standardize your playbook when encountering a customer with similar characteristics as your buyer persona.

Ideally, prospecting should happen before you make the call. However, on the off chance that the lead approached you first, ask the prospect leading questions about their pain points and listen carefully to their answers.

  1. Preparation

Now that you have identified a potential customer, it is time to acquire as much information as you can get before you approach them. Research about their company and industry, and do not forget to observe their competitors, as well. It is at this point that you will tailor your sales pitch for their needs. 

  1. Approach

Introduce yourself and your company well. You should have developed a sales script for your product and company by now. Start with rapport-building and try to segue into the sales presentation by asking pre-qualifying questions to the client.

  1. Presentation

While having a PowerPoint presentation is a no-brainer for business proposals, you would not have that luxury when presenting via a phone call. Instead, list down the benefits of your product or service that are most beneficial for the customer. Use the information you’ve gathered earlier to keep pressing the pain points of the client.

Again, while it is best to have a script, improvisation is key. Actively listen to your client’s questions and react accordingly.

  1. Handling Objections

After your main presentation, your customer may have more questions and hesitations before accepting your proposal. Try to prepare a script for the common customer objections and always handle these concerns politely and tactfully.

  1. Closing

While it is possible to close the deal right there and then, what is most likely going to happen is that the customer will require more time to think about the purchase and discuss with other people if they should go through with it or not. Try not to push too hard. Instead, find out when you can get their decision and regularly communicate with them to follow up.

  1. Follow-up

Send a thank-you note after the meeting and after the deal is closed. You should also answer their product concerns once they arise and ask for feedback.

How to Win More at Sales Calls

Now that you know the steps of the sales call, here are five tips to help you improve your sales call game:

  1. Be confident

An insecure salesperson will have a hard time appealing to a potential customer. Always maintain composure, assertively address their objections, and be firm when you give the big ask. Confidence often comes from knowledge of your product and service. So, study up!

  1. Take control of the situation

When you feel that the conversation is starting to stall, try to get the ball rolling again by asking leading questions and articulate why your product or service is essential for their situation. Knowing which stage your conversation is in the sales call will help you segue to the next one.

  1. Find a customer’s place in the buyer’s journey

Knowing where the customer is in the sales funnel will allow you to tailor your approach to their needs.

A prospect at the awareness stage needs more information about your product or service to advance to the next stage of the funnel. Meanwhile, those already farther along the funnel may only need a nudge (i.e., a special offer) to push them towards the purchase.

  1. Don’t hard sell

Nothing turns off a buyer quicker than a seller who is too aggressive. Using hard-selling techniques may backfire on you as the customer may opt to fight fire with fire.

Always remember that selling should work out a solution that works for the customer and not just closing the sale. Using aggressive selling techniques can win you sales in the short term, but good luck trying to retain these customers for the long haul.

  1. Listen and build a conversation

Another thing to always keep in mind is that you are dealing with humans. Don’t just rattle off about your product’s benefits or your company’s values. Active listening and giving an enthusiastic response will signal to the customer that you do indeed care about them and what they are saying.

Sales is Still the Most Important Part of a Business

The art of selling is hard to master because the variables are different every time. However, following the blueprint of the sales process can help you tame this wild beast and even systematize and replicate it. A way to have access to a high-performing sales team that can scale your business is by working with a call center provider.

If you want to work with a call center that can help you close deals with high potential, EB Call Center offers excellent and top-notch service. Head on over to the EB Call Center Contact Us page and drop a message!

Source: https://ebcallcenter.com/outbound-calls/understanding-the-sales-call-steps-how-to-close-more-deals

Publish Date: November 8, 2021


2021 Buyers Guide Telecoms

 
1.) 
Cloud IT Services GmbH

Dialfire
Dialfire offers you a complete call center solution that is simple and intuitive to use and adapts to your needs. It's completely cloud-based, saving you the hassle of setting up a phone system and installing software. In addition to predictive dialing and call blending of inbound calls, you can create personalized campaigns through an intuitive and easy-to-use interface. Features include automated workflows and full control over the agent screen.

You can see the full list of features here:

2.) 
Cloudonix

Cloudonix’s smart voice calls enable frictionless experiences that drive better customer care and faster sales by merging voice and data into a complete service context. Cloudonix add Cloud capabilities to your existing on premise Call Center enabling your agents to work from anywhere in the world. Security, Privacy and more – rapidly deployed and cost effective without replacing your existing systems or retraining your team.

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PBX On The Cloud
We provide complete Cloud-based PBX/Phone Systems, including predictive and progressive dialers, phone lines in more than 75 countries and low cost international rates.
We specialize in the US and Latin American market.

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AI Powered Contact Center Provider, AI Chat & Voicebot, Enterprise Telephony
Take advantage of the latest customer service innovations with Contact Center, Virtual Assistant, and Interactive Voice solutions for accessible, 24×7 services across multiple channels.

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Our SNAPsolution – UC and Collaboration tools – can be quickly deployed so you can realize your ROI just as quick. netsapiens offers a comprehensive suite of unified communications (UC) & Contact Center (CC) feature-sets to service providers. Custom-built to provide our partners with unprecedented levels of flexibility, customization, and ease of use.

netsapiens allows you to control your margins in order to improve your ROI. As a provider of a facilities-based solution, you are able to personally choose your origination, termination, hardware costs, etc. to fit your budget. We also allow you to strategically price your product for a maximum return on your investment by charging on a conc...
(read more)

8.) 
Nuxiba Technologies

CenterWare
Build a strong business presence and improve customer relationships!

Offer custom-tailored solutions throughout your sales cycles and customer interactions and assess service levels and control corporate goal achievement through reports and statistics.

Obtain detailed reports based on relevant activity in your contact center, access our quality module to assess calls and performance, apply surveys, develop scripts, record conversations, and more!

Schedule a live demo or request a quote today!

9.) 
Televergence

Long Distance and Toll Free Specialists for Contact Centers
Televergence is a facilities based US Nationwide High volume/High Capacity Inbound and Outbound VoIP Carrier for Contact Centers. We specialize in termination (outbound) and origination (toll free and local DID) for the contact center. We have a technical staff that is up to date on the majority of platforms in use today, including asterisk and Vicci dial, as well as many of the currently in use software platforms.
Contact Centers generally see cost reduction and containment when using Televergence as their contact center telecom carrier. Televergence is the only active US VoIP carrier certified by the Women's Business Enterprise National Council (WBENC), which enables our services to qualify for meeting corporations Supplier Diversity Needs.

10.) 
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Phone Number Testing and Validation
Bulk testing and validation of UK Landline and mobile numbers, with a growing list of other coutries where we can test.

If you own a large customer or business prospect sales database, our service helps you to quickly and accurately cleanse all the dead records, by identifying all the dead phone numbers.

We offer a free no obligation test trial
 



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