6 tips for effective sales calls

The difference between winning and losing a potential deal/client can be determined by the result of the very first call. It’s imperative that we as sales people, master the art of making effective sales calls, as they are critical in forming the relationship between you and your potential client.

Implementation of the following 6 tips will influence call success:

1. Volume. Volume. Volume.

This is the minimum requirement for success.

2. Be prepared.

Have a routine / plan for every call.

3. Be outcome focused.

Be clear on the outcome you wish to achieve for every call.

4. Add value and be relevant.

Why should they speak/ meet with you?

What do you have to offer them?

5. Be assumptive.

It is imperative that you assume as though you will:

a. Get past the gatekeeper.

b. Secure the meeting.

6. Manage your database effectively.

Call the right mix of targets:

• Existing clients.

• Clients in the pipeline.

• New contacts.