For today’s sales reps, the rules of old-school cold calling are less relevant than they used to be.
To have a fighting chance at closing a new customer, you have to start every sales call armed with a plan of how you’re going to meet that specific buyer’s needs. Here are 10 things you should do to prepare for a sales prospecting call and increase your chances of winning the deal.
A informação básica sobre o seu potencial cliente é essencial, mas nem sempre é suficiente. Por vezes, é necessário fazer o trabalho de casa para compreender o panorama geral, bem como os pormenores sobre os desafios específicos que enfrentam e a forma como pode fornecer a solução.
Antes de cada telefonema de vendas, deve verificar os dados da empresa:
Página LinkedIn, bem como o perfil profissional do seu potencial cliente
Fluxo do Twitter
Sítio Web, em especial as secções Sobre nós e Notícias
Defina claramente os seus objectivos. O que é que pretende alcançar antes do final da chamada? O que é que o seu potencial cliente quer alcançar durante esta chamada?
Escreva perguntas específicas e direccionadas que sejam relevantes para a atividade, o sector, os pontos fracos, as necessidades e os comportamentos de compra do seu potencial cliente. Esteja preparado para ouvir e tomar notas para poder reagir ao que o potencial comprador disser. Limite as suas perguntas para que a reunião pareça uma conversa e não uma entrevista.
However, it’s also important to be on the lookout for any conditions that have changed since you last communicated with the prospect. Business moves quickly, and you need to be aware of any changes that could affect your call.
Antes de pegar no telefone, certifique-se de que cada pergunta que pretende fazer apoia os objectivos que definiu para a chamada.
3. Structure the call
A criação de um itinerário informal para a conversa ajudá-lo-á a manter o controlo. Primeiro, pratique como iniciar a reunião para apontar na direção certa. Depois, planeie a forma de passar a conversa de um tópico para outro, de modo a atingir todos os objectivos definidos.
Planeie pontos de discussão que abordem as preocupações que o potencial comprador já levantou, bem como perguntas concebidas para revelar novos pontos problemáticos e oportunidades, para que possa recolher todas as informações de que necessita mais tarde no seu processo de vendas.
Chamada a todos os autores de chamadas não solicitadas!
Nutshell Pro oferece um Click-to-Call ilimitado, para que possa marcar, gravar e registar as suas chamadas de vendas com um único clique. Consulte a nossa lista completa de funcionalidades Pro para ver como ajudamos os vendedores B2B a poupar tempo e a fechar mais negócios mais rapidamente.
Whether it’s one of your earliest calls with a potential customer or you’re about to make your pitch, tailoring your presentation of your product or solution to their unique situation is a must. You’ve already learned about their needs and pain points, so now it’s time to drive home how you provide the solution.
Is your customer looking for software that will streamline certain processes? Do they need a product to help them save money? Touch on the specific ways your product can solve their specific problems, and you’ll be speaking to what matters most to them.
5. Know your value
The truth is that your potential customer is extremely busy. They may only have a small window of time to devote attention to their buying decision. That means they want to feel like they spent their time wisely when they talked to you.
Sabe qual o valor que pode fornecer a este potencial comprador? Como pode inspirá-lo para acelerar a sua decisão de compra ou para o fazer avançar para a etapa seguinte do processo de venda?
Forneça informações que respondam às suas perguntas, respondam às suas necessidades ou expliquem quaisquer preocupações que possam ter. A chamada deve terminar com o seu potencial cliente a tomar medidas concretas e a sentir-se positivo com a experiência.
6. Prepare for potential objections
You’re likely to encounter at least one objection during your sales call, even if you’ve done plenty of research and thoroughly connected your product’s benefits with your potential customer’s needs. It’s just part of the process. Mentally preparing for those objections is key to handling them graciously when they arise.
A good way to prep is to anticipate what objections your potential customer is likely to have. Consider factors like their company’s size and budget, needs, pain points, and objections from other customers you’ve spoken to in the past.
Write out these objections along with solid responses to each one and have your list handy during the call. That way, you can refer back to your notes when needed.
7. Visualize success
Pense na forma como os atletas se preparam para uma corrida olímpica. Controlam a respiração, esticam e abanam os braços e as pernas. Visualizam cada passo à volta da pista, imaginando a força com que devem balançar os braços, a largura de cada passo e a quantidade de energia necessária para passar a meta.
É assim que deve abordar as suas chamadas de vendas. Tal como um atleta, é necessário um equilíbrio de adrenalina e oxigénio para manter o desempenho e a concentração.
Imagine a chamada da forma que pretende que ela decorra. Reproduza a conversa na sua mente com a confiança e a utilidade que pretende transmitir. Antecipe as perguntas que podem desviar a conversa e tenha um plano para voltar ao caminho certo.
Talk out loud before the call to make sure you don’t sound nervous, jittery, or tired. Rehearsing introductions or key talking points out loud also helps you build up confidence in your voice, in the call, and in yourself.
8. Finish with specifics
When you’ve reached the end of your call, aim to get as specific as possible. Your contact is just as busy as you are, and leaving a sales call open-ended can result in them moving on to their other responsibilities and forgetting about your conversation. Getting specific about the next steps will help you both keep your conversation front of mind.
While you may be at a place to ask your prospect for a decision at the end of your call, it can be just as helpful to create a specific timeline for any action items or follow-up. Set specific dates for when you’ll provide the product specs they requested or when you can meet for your next call.
That way all you’ll have to do to move the prospect toward a sale is keep them on schedule.
9. Speak carefully about competitors
It may be tempting to bash your competitors on a sales call — after all, you want to convince your prospect that your product or solution is the best out there. While it’s helpful to understand what sets you apart from competitors so you can address those differences and highlight your product’s strengths, there are several good reasons to stay away from overly negative portrayals of your competitors.
For one, the prospect might currently buy from a competitor and see their product in a different way. If they hold a different opinion about the product, you might just draw attention to your competitor’s strengths. Second, using too much negative language, even about a third party, could result in the prospect identifying you with those same negative traits.
When comparing your product or service to a competitor’s, instead focus on the unique value you provide. Speak positively about the place your product holds in the market and be objective about what sets you apart.
10. Use the right tools
An important step when learning how to prepare for a sales call is using tools that will help you accomplish more with your time. There are many platforms available that can help you streamline your sales process. A CRM is one of the most valuable.
Providing a place for a checklist of everything you should do before every sales call
Improve your sales process with Nutshell
When you prepare for your prospect’s needs and objections, tailor your conversation to their situation, get specific, and use the right tools in your sales call, you’ll set yourself up for success.
In the market for a sales tool to help you and your team perform even better? Nutshell’s CRM provides the powerful sales and marketing features you need to nurture more relationships from prospects into customers. Our award-winning CRM helps businesses track the health of their sales pipeline, save time through automation, and make the most of every customer interaction.
