Tips and Techniques to Excel with Your Sales Calls

The challenge of sales calls is constant. Dependent on the point in the sales funnel that you’re making the call, you want to move a lead through to conversion

In the Salespeople Perceptions and Top Performance Study, 41.2% of salespeople said the phone is their most effective sales tool. So, why do some salespeople explode their targets with their sales calls while others struggle to make a single sale?

These sales calls tips will help you develop your technique and join the 41% who excel at sales calls.

Sales Call Tip #1: Visualize your success

If you’ve ever watched a top athlete or golfer prepare for their next attempt, you’ll notice that they focus on their success. They see themselves making a record jump, crossing the finish line first, or hitting a hole in one. They go through the motions that lead to success before they start the race or address the ball.

You must develop the right mindset to be successful in sales. Before you pick up the phone, be positive in sales and visualize that you will achieve your goal.

Sales Call Tip #2: Customize your CRM

According to Lattice Engines, 42% of salespeople don’t feel that they have enough information before they make a call. The first step to correcting this is to use your CRM more effectively by customizing the fields you have in your CRM. This provides valuable information that will help you develop your call positively. I speak about this in more detail in my podcast ‘The nine custom fields you should have in your sales CRM’, but here’s a list of what is crucial information for anyone making sales calls:

  1. Contact type

  2. Relationship

  3. Source

  4. Referred by whom

  5. How you met

  6. Expert

  7. List (where to send the contact for marketing)

  8. Personal information (great for building rapport)

  9. Circle (the lead/customer’s connections and network)

Sales Call Tip #3: Do your research

Before you pick up the phone, it’s crucial that you know something about your lead. Here’s where great salespeople start to really excel. They do their research, and fill in as many of the gaps as possible on their CRM. You may start off with no more than a name and an email address of a lead, but you can use this to build up quite a picture.

Check out your lead’s LinkedIn page and any professional profiles you can find by conducting a Google search. Look across social media such as Facebook and Twitter, and search on their personal or company websites.

Before you make a call, return to your CRM and review notes from previous calls. It’s a lot of work, but you can reduce your workload by hiring a virtual sales team and setting specific goals and tasks for a virtual sales assistant.

Sales Call Tip #4: Script your call

A sales script is essential. It gives you a starting point for your conversation, ensures that you don’t miss any of the points that you must hit, and helps you stay in control of the conversation.

It’s also the sales technique that ensures your process is standardized and consistent, no matter who is making the call. You know that you’ll explore all the avenues you need to and collect all the key information that you require to take the lead to the next stage of the sales cycle.

Remember, your sales script should help you build a fuller picture of the customer, their problems, and their needs.

One thing I should emphasize here is that, while you should become familiar with your sales script, you must come over naturally. It’s important that you don’t sound robotic and as though you’re simply ticking off bullet points on a checklist.

Sales Call Tip #5: Build Rapport

95% of a buying decision is emotional, formed in the subconscious. This means that you must appeal to your customer’s desires as well as their needs. It also means that you should be liked by the customer. Thus, building rapport is critical. Buyers buy from people they like.

How do you build rapport? Listen to your customers to understand their needs, but pay attention to them as a person. Use small talk to discover more about the lead and establish common ground. (Did you know that, according to research by Gong, a salesperson who opens a conversation with “How are you?” is 3.4 times more likely to make a sale?)

Other sales call techniques to use to build rapport include matching and mirroring communication patterns (but don’t mimic), being respectful, and hitting that common ground.

Sales Call Tip #6: Develop resilience and persistence

We’re back to positivity in sales. Every salesperson suffers setbacks, and it can be demoralizing when you set goals for your sales calls but don’t achieve them. Here’s the thing though. Statistics published by HubSpot show that:

  • 60% of customers say no four times before they say yes

  • 80% of sales require five follow-up calls

  • Fewer than half of salespeople will make a single follow-up attempt

  • 44% give up after one follow-up call

I wonder what it is that the 41.2% of salespeople who say the phone is their most effective sales tool are doing that you’re not?

Set your sales system for success

Before a sales call, there are three things you must prepare:

  1. First, yourself – with a positive mindset and will-do attitude.

  2. Second, your CRM – so that you have information at your fingertips.

  3. Third, your sales script – so that you can build rapport, learn new information, and progress your customer through their sales journey.

I’ve had a long and successful career in sales. First at Coca-Cola and then for the last nine or 10 years as a mentor to service-based business owners. 

I’ve packaged all my experience into the Accelerate Program designed to help you leverage your sales from my experience. If you are an ambitious, service-based business owner who wants to build rapid revenue growth, apply for Accelerate today.


Publish Date:3/19/2021 12:00:00 AM
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Tips and Techniques to Excel with Your Sales Calls
The challenge of sales calls is constant. Dependent on the point in the sales funnel that you’re making the call, you want to move a lead through to conversion. 
In the Salespeople Perceptions and Top Performance Study, 41.2% of salespeople said the phone is their most effective sales tool. So, why do some salespeople explode their targets with their sales calls while others struggle to make a single sale?
These sales calls tips wi…

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