What if I told you there are steps you could follow to achieve a successful inbound sales call every time? You won’t have to worry about how the direction of the call will go because you’ll be in control. You don’t even have to spend most of the time talking on the phone with the lead. And leads will be thanking you for your time!
Business owners and sales consultants should do this one thing. They should make sure their salespeople follow this key process to succeed in closing sales. Without these keys, there wouldn’t be much of a good structure. And without structure, you’ll lose confidence whether your sales team can help you reach your monthly sales goals.
So it’s crucial to check if your salespeople are competent enough and well-trained. Wouldn’t it be nice to know they’re all working together on the same page achieving more revenue for you? You won’t have to waste your time wondering how each of them is performing. The results will speak for themselves when they implement these key steps to every inbound sales call.
Here are the 5 keys to a successful inbound sales call:
What’s the first thing you say when you pick up an inbound sales call? How’s your tone of voice like? Do you sound happy because a new lead is showing interest in your products or services? These questions are important to consider when you’re trying to give out the first impression.
Sometimes when a salesperson sounds too happy on the phone, it could scare off the leads. Why? Because they might assume they’re talking to another slimy salesperson who’s ready to push them into buying something as soon as possible. Your goal should be to build lasting customer relationships. Always take your time with leads because it’ll be worth it for them to stay loyal to your business in the future.
When your salespeople get on a call, they should remain calm and authoritative. Remember, your leads need you. They are looking for your business’s help. If your salespeople sound too desperate, it might turn off leads into thinking you only want their money.
So the first thing to do during a phone call is to introduce yourself and ask who’s calling. Make sure to get their name and see what they’re calling about. It could be like, “Hello, this is Bob speaking from Bob’s Building Company. Who am I speaking with?”
The next thing is to listen to the lead and their needs. Take some notes as they’re talking. Feel free to repeat back what they’ve said to show them you’re listening carefully. It shows them you care. And if they have a lot of questions to ask you, set an agenda at the beginning and ask them if they can save them towards the end of the call. That way, there’s no disruption as you’re trying to get to know them more.
Always ask smart questions. And as the lead responds, you can begin to build rapport. Find something you can relate to and reassure them you understand their situation. Be yourself, give compliments, and show an interest in them. The more rapport you build, the better they’ll trust you. The conversation will only get easier from there if they feel that you’re friendly.
With the right mentality, your salespeople could have an increasingly high closing ratio. Old sales techniques are now dead. Customers are skeptical more than ever. The best way to close people into doing business with them is to be a human.
What does it mean to be human? Well, most customers want to feel the comfort of trusting someone and to find out if businesses genuinely care about them. To do that, your salespeople need to have the “always be helping” mentality.
When your goal is always helping instead of always closing, it’ll open your mind up to get customers what they need. If your salespeople are thinking about closing the sale all the time, they’ll be too attached to the sale. They’ll lose focus on getting to know your leads.
Your salespeople can easily stand out from your competitors and build an excellent reputation for your business by showing they like to help. And by helping other people, you can determine who’d be the perfect clients for your business. That’s why it’s essential to spend time getting to know your leads. Not all leads will be the right fit for your business. You’d want to avoid having “clients from hell.”
One way your salespeople could help leads is to always provide value before asking anything from them. When you provide value, it helps with building trust and a stronger relationship. You can even provide value before getting on any inbound sales call by sending them useful content first. Leads will then feel good talking to you and opening up more about themselves.
The secret to asking the right questions is showing empathy. And if any of your salespeople can do this correctly, they’ll end up doing less talking and more listening instead.
The goal of any inbound sales call is to dig deep into the lead’s pain points to find out why they’re calling. What’s bothering them? What makes them lose sleep at night? How can you make their life better?
“A sequence of open-ended questions that [help to] develop that buyer perspective—their needs, their challenges, the timing around [the deal], their buying authority—become best practices.” –– Mark Roberge, Senior Lecturer at Harvard and former HubSpot Chief Revenue Officer
When your salespeople listen with intent and find the right questions to ask, the leads will realize how urgent their problems are. They need someone to help guide them in the right direction and make a decision. Let the lead help you guide the conversation with their responses and see what’s the next best question to ask. Try not to be talkative and let the call be about them only.
Get as much information you can from leads to see if your products or services can be of any help to them. You wouldn’t want to guide them into the wrong choices. Otherwise, you’d be risking future customer complaints and potential requests for refunds.
Your salespeople can grab the lead into wanting to buy more if they can paint the picture for them. Painting the picture means to describe their dreams and how their life will be like if they went with your business. Let them imagine having all the solutions to their problems because you led them to the right choice.
If you paint the picture after asking all the right questions, usually leads will move forward with a decision. Though there might be tougher leads to deal with that needs more convincing. If your salespeople find that your business could be the right solution for leads, it should be a no brainer for them to choose you when you can give them what they need. Is there anything that’s still stopping them?
You need to sell them on results. Give them a sneak peek of what they can expect. Remind them of all the pain points they’ve said and explain how it’s going to continue happening if they don’t decide soon.
When leads can picture themselves at their end goal, it’ll motivate their buying decision better. They’ll remember the way you explained it to them. It’ll be hard to get it out of their minds if their problems are that urgent. Painting the picture is an effective tactic to use if your leads are still unsure. It gives them the push they need to take the next action. But remember to make each inbound sales call a good experience for leads, even if they decide not to buy yet.
This last part can be tricky sometimes. But if your salespeople did a flawless job on executing the previous steps throughout the call, then they might not have to deal with handling sales objections at all. Sometimes a lead could sound like a perfect client, but they’re still not ready to buy for some reason. What could the reason be?
It could be because they still need to discuss with their spouse or business partner first. Maybe they don’t have the funds yet. Or they’re still skeptical and want to see more proof. Whatever it may be, always be prepared to handle any objections. And if your salespeople can achieve this part, then you’re likely to get the sale.
If your salespeople can conquer being transparent and educating your leads well, they’ll see that your business is honest and not being pushy. If your lead keeps expecting you to convince them harder into buying from you, then perhaps they’re not the right fit for you. They may be asking for too much of what your business can handle. For example, leads might want you to give them a discount, and your business never offers discounts. You don’t have to do business with everyone.
It’s better to let leads know they might not benefit from you if you don’t see the relationship working out. There are some cases where leads will take that response as a challenge and will want your products or services even more. At the end of the conversation, the lead should feel good about their choices. So make it a comfortable inbound sales call for them. If they’re not ready to buy from you now, they’ll probably keep you in their minds for the future. Always keep a good relationship with your audience.
There are many factors into a successful inbound sales call. We’ve listed out the 5 key steps your salespeople should take when they’re trying to convert leads. If they follow these keys, they’ll be sure to increase their closing ratio.
The most important thing when talking to leads is to have a goal in mind to help them. Ask them questions about their pain points and present them with the solutions that are right for them. What’s going to happen if they decide not to do business with you? And remember always to end the call with a good relationship. Leads might consider calling you again if they’re not ready now.
If you’re looking to hire a salesperson who understands these 5 keys to a successful inbound sales call, you can find a sales pro here.