5 things you should do before every sales call | Nutshell CRM

Don't pick up the phone just yet. Here are five things you should do to prepare for a sales call to increase your chances of winning the deal. FeaturesPricingIntegrationsBlogLiveDemoLoginContactstartfreetrialLoginSelltoWin5thingsyoushoulddobeforeeverysalescallKaitlynWightmanKaitlynWightmanSHARELinkCopied!ReadytotryNutshellforFree?Thankyou!Yoursubmissionhasbeenreceived!Oops!Somethingwentwrongwhilesubmittingtheform.Fortoday'ssalesreps,therulesofold-schoolcoldcallingnolongerexist.Tohaveafightingchanceatclosinganewcustomer,youhavetostarteverysalescallarmedwithaplanofhowyou'regoingtomeetthatspecificbuyer'sneeds.Herearefivethingsyoushoulddotoprepareforasalesprospectingcallthatincreaseyourchancesofwinningthedeal.1.DefineYourGoalsMakeyourobjectivesclear.Whatdoyouwanttoaccomplishbeforethecallends?Whatdoesyourpotentialcustomerwanttoachieveduringthiscall?Writedownspecific,targetedquestionsthatarerelevanttoyourpotentialcustomer’sbusiness,industry,painpoints,needs,andbuyingbehaviors.Bereadytolistenandtakenotessothatyoucanreacttowhatthepotentialbuyersays.Limityourquestionssothatthemeetingfeelslikeaconversation,notaninterview.Beforeyoupickupthephone,makesureeachquestionyouwanttoasksupportsthegoalsthatyoudefinedforthecall.DOWNLOADWanttolearnfromthemasters?TheSelltoWinPlaybookcollects55ofthebestexpertsalestipswe’veeverpublished.Downloadittoday!GETTHEPLAYBOOK2.StructuretheCallCreatinganinformalitineraryfortheconversationwillhelpyoumaintaincontrol.First,practicehowyou’dstartthemeetingtopointitintherightdirection.Then,mapouthowtoshifttheconversationfromtopictotopicsothatyoureachalldefinedgoals.Planouttalkingpointsthattouchonconcernsthepotentialbuyerhasalreadyraised,aswellasquestionsdesignedtorevealnewpainpointsandopportunitiessothatyoucancollectalltheinformationyouneedlaterinyoursalesprocess.HateyourcurrentCRM?Stillworkingoffspreadsheets?Registerforour"IntrotoNutshell"livedemoandseewhysalesteamsloveus!3.KnowYourValueThetruthisthatyourpotentialcustomerisextremelybusy.Theyonlyhaveasmallwindowoftimetodevoteattentiontowardstheirbuyingdecision.Thatmeanstheywanttofeelliketheyspenttheirtimewiselywhentheytalktoyou.Doyouknowthevalueyoucanprovidetothispotentialbuyer?Howcanyouinspirethemtospeeduptheirbuyingdecisionormovethemtothenextstepinthesalesprocess?Provideinformationthatanswerstheirquestions,speakstotheirneeds,orexplainsanyconcernstheymayhave.Thecallshouldendwithyourpotentialcustomerhavingactionablestepstocarryoutandfeelingpositiveabouttheexperience.4.DoYourResearchBasicinformationonyourpotentialcustomerisessential,butit’snotalwaysenough.Sometimesyouneedtodoyourhomeworkinordertounderstandthebigpictureaswellasthedetailsaboutthespecificchallengestheyfaceandhowyoucanprovidethesolution.Beforeeverysalescall,youshouldcheckoutthecompany’s:LinkedInpageaswellasyourpotentialcustomer’sprofessionalprofileTwitterstreamWebsite,particularlytheAboutUsandNewssectionsTheirpreviousconversationswithyourcompanyasrecordedinyourCRM5.VisualizeSuccessThinkofhowathletesprepareforanOlympicrace.Theycontroltheirbreathing,stretchandshakeouttheirarmsandlegs.Theyvisualizeeachsteparoundthetrack,picturinghowhardtoswingtheirarms,howwidetomakeeachstep,andhowmuchenergywillbeneededtopushthroughthefinishline.Thisishowyoushouldapproachyoursalescalls.Likeanathlete,abalanceofadrenalineandoxygeniswhatyouneedtomaintainperformanceandfocus.Imaginethecallthewayyouwantittogo.Playouttheconversationinyourmindwiththeconfidenceandhelpfulnessyouwanttoconvey.Anticipatequestionsthatcouldthrowtheconversationoffcourseandhaveaplantogetbackontrack.Talkoutloudbeforethecalltomakesureyoudon’tsoundnervous,jittery,ortired.Rehearsingintroductionsorkeytalkingpointsoutloudalsohelpsyoubuildupconfidenceinyourvoice,inthecallandinyourself.CreateachecklistinyourCRMofeverythingyoushoulddobeforeeverysalescall.Thatway,youalwaysstarttheconversationprepared,confident,andfocused.Whatdoyoudotoprepareforasalescall?Tweetyoursecretsto@nutshell!HOWDOYOUSELL?Nutshellisflexibleenoughtofiteverysalesmodel.Choosethemodelthatbestfitsyourbusinessandseehowwehelpteamslikeyoursclosemoredeals.LET’SGO!YoumightalsolikeSelltoWinTheUltimateGuidetoColdCallingSelltoWinSalescalletiquette:HowtokeepyourprospectsengagedSelltoWinHowtomaintainyourvoiceasasalespersonMostpopularLeadGenerationMarketingwebforms:HowtobuildthemandwheretoputthemNutshellNutshellearnsfirst-ever‘Leader’placementinG2’sWinter2022Grid®ReportforEmailMarketingSelltoWinWhat’sthedifferencebetweenhunter,farmer,andtrappersalespersonas?Join30,000+othersalesandmarketingprofessionals.SubscribetoourSelltoWinnewsletter!