How to Make the Most of a 10-Minute Sales Phone Call
Most salespeople need more than 10 minutes on a sales call, but the sad reality is that in most cases, a client does not have much time to have long discussions over the phone. At most, you will get 10 minutes when speaking to a prospect for the first time. So, how do you make the most of these 10 minutes? Keep reading…
Why are you calling?
It’s important to believe in the solution you are selling and how it can solve your prospects pain points. After all, sales is all about providing solutions to problems and helping clients understand why their current situation needs to change.
Even if you possess that belief in your business, it doesn’t mean your prospects will. Also, even if it’s not the first time you’re calling a prospect, they may have forgotten their first interaction with you and you may need to start from scratch. You will know almost immediately that you don’t have much time if you pay attention to a person’s tone.
Here are the key points you must address in your sales call if you’ve got only a few minutes to make your point:
Step 1: Introduce yourself and your company
Even if you don’t have much time, you can’t skim over the introduction process. It’s always important to start with who you are and which company you’re from.
With that said, avoid getting into specifics about your company. Prospects don’t need to hear how many divisions you have, how many locations you serve and so forth. Here’s a perfect introduction;
“Good morning/afternoon/evening Mr/Mrs/Ms [Surname]. My name is Jane Smith with ABC Company. We’re a local firm that specialises in helping businesses increase their sales.”
That’s it. Don’t say anything further. Allow your prospect to give a response. If they’re interested in hearing more, you will move to step 2. If not, simply thank them for their time and request to add them to your email database for future reference.
By keeping your introduction short, you save time explaining benefits to someone who will probably not purchase.
Step 2: Convey gratitude
Once a prospect has responded positively to your introduction, always thank them for giving you a few moments in their schedule. Another trick is to mention that you won’t waste any of their time. This calms prospects down and allows them to pay attention.
Here’s an example of expression of gratitude;
“I would like to take this moment to firstly thank you for taking my call. This will only require a moment of your time so you can get back to your busy schedule. “
Step 3: Give the purpose of your call
Then, you get into why you’re calling them. After all, that’s what they’re dying to know.
It’s great if you can state the purpose by asking a question like; “If we can show you how to increase your sales by 15% each month, would you be interested to hear more?”.
Asking a question like this does two things;
- Relies on a ‘Yes’ or ‘No’ answer
- Almost always gets a ‘Yes’ response
You’re already selling your solution without even getting to the nitty-gritty.
Step 4: Schedule a meeting
Lastly, schedule your meeting. Lock in a specific date and time in your calendar and offer to drive to see your potential client. Always specify a time and date first before you let a prospect give you their availability. This is because prospects always tend to postpone things. When you say something like; “Is next week Monday, 3pm okay for you?”, it pushes your prospect to think about meeting sooner rather than later.