If you’re reading this article, then chances are you want to discover what it takes to close inbound sales calls. And if you’ve already searched on Google for this topic, you might’ve come across many articles telling you different information. How do you know which article you should trust?
Some articles you see on the internet are not up to date. The way we handle inbound sales calls now may be different than before. People are also more skeptical nowadays than ever. That’s why sales have gotten more difficult (depending on your industry).
Whichever online article you choose to believe, you should keep away from advice that’ll make you or your sales team sound like typical slimy salespeople. You might scare off the lead within a few minutes of the phone call. Do you want to know how to make leads want to do business with you? Do you want to be able to close them within one phone call without having to follow up?
We’ve seen proven success in closing inbound sales calls. It’s possible to close a deal within one phone call if you know how to do it right. We know what works and what doesn’t work. Better yet, you’ll have leads thanking you after every sales call. So to get leads to buy your products or services, you have to do the opposite of what slimy salespeople do.
Here are some questions you can consider asking yourself or your sales team before taking on inbound sales calls:
Before picking up the phone, your sales team needs to do their due diligent research. What kind of research should they do? They need to know as much as they can about your business, market, and buyer personas.
If you expect people to do business with you, the first thing is to not sound like an amateur. Your salespeople should get to know everything about your business. The more they show expert knowledge in what you sell, the more confident they will sound over the phone. It’ll be second nature to them to answer any questions leads might have.
But, be mindful not to sell to leads your features and benefits right away. The purpose of a sales call is to get to know the lead and see if they’ll be a good fit for your business. If your sales team spends too much time talking to leads about how great your business is, then the leads will most likely feel they didn’t get the help they were looking for.
When your sales team keeps up with what’s trending in your business and the market, you’ll have a competitive advantage. Leads will see that your business is always informed of what’s new and working in the industry. It gives them more of a reason to trust doing business with you.
If everyone on your sales team learns about your buyer personas, it’ll give everyone an idea of what your typical leads are calling about. So knowing what your customer’s demographics are is crucial. It gives you a picture of who you’ll likely do business with. You can figure out their pain points and sell them on why your business is the solution to their problems. And if you know who you’re going to call beforehand, it’s good to research who the lead is first to better prepare for the call.
As we mentioned earlier, your salespeople shouldn’t try to sell your business’s features and benefits at the beginning of inbound sales calls. If the lead is calling to ask questions about your business, it’s best to start with setting the agenda instead.
Setting the agenda will help navigate through the sales call better. You can ask leads if they feel comfortable asking their questions towards the end of the call. Doing this will prevent them from wanting to hang up the call earlier. If your salespeople can meet their needs at the beginning of the call, then there’s no point in them staying for the rest of the time. They might’ve made their decision once they have answers.
By giving your leads an agenda, your sales team will establish professionalism. It's good to be direct on how you'd like sales calls to be. That way, it'll give your salespeople the advantage to ask them questions. For example, you can set the agenda by saying:
“Before I answer your question, could we save it until the end of this call? The purpose of this call is to see if we’d be a good fit for each other and I’d like to find out if I can help you first.”
You see how setting the agenda can prevent your leads from interrupting you. They will listen to what you have to ask them. And during this process, it’s your chance to get to know them better. If you know how to ask the right questions, they’ll be convincing themselves on why they need your business more than before.
Do you recall a time when you were curious about a company and had a question to ask them? You then call their number and spoke to the sales representative or receptionist to ask your question. How long did that phone call last? Maybe less than 5 minutes or not even a minute.
Your main goal when closing inbound sales calls is to help the lead. Helping the lead will take time because you have to learn about their pain points. What’s bothering them so much to want to consider doing business with you? How urgent are they looking for a solution?
“If you do a good job of helping the customer see the pain points and they realize that they’re drowning, they’ll be ready to be rescued by your solution” - Michael Harris, CEO of Insight Demand.
It’s your sales team’s job to dig deeper into the pain points. Be upfront and ask why they’re looking for a change. You can do that by sounding genuine and having concern for the lead’s problems. Leads should be doing all the talking during the sales call. Get them more involved in the conversation as much as possible.
Your sales team should show the ability to pay attention to detail and ask the right questions. If your leads feel heard, it’ll prove to them that your business cares for them. One way you can show them you’re listening is to mirror their words with the right tonality. They’ll feel you understand them.
Your salespeople need to get comfortable with not holding onto the sale too. The leads should come first. If they have in mind to win the deal during the entire sales call, then they might lose focus on helping the leads.
There’s a chance your salespeople might be closing the wrong leads for your business if they are more passionate about the sale than the lead. Sometimes not all leads will be the right clients. That’s why your salespeople need to find out if both your business and the lead could benefit from each other. Otherwise, you might end up working with clients from hell.
If an objection ever comes up during inbound sales calls and you can’t handle it, then there’s a chance you could lose the sale. It doesn't matter if you spent the time asking the right questions to leads. That’s why your sales team must know your business and leads well. Always prepare for the call.
These are what some common sales objections could be about:
Objections could be frustrating. It may make or break your entire sales call, depending on how your sales team can handle it. If the leads are still unsure by the end of the call, it might be a little tougher to convince them. But if you can overcome objections and satisfy your leads, the statistics for success rate is 64%.
Some leads might not have any objections during the call. It all depends on how skillful your salespeople are. If they follow through with the agenda, asking the right questions, and finding out the pain points, then there should be little to no objections by the end of the call.
When there’s an objection, your salespeople should remind leads WHY they need your products or services. Remind them of their problems and how urgent it is. If your business can’t help them, then what will?
The art of closing inbound sales calls involves some important steps. We’ve listed out questions you and your sales team can review before picking up the phone. It’s always better to over-prepare because you never know what might come up during a sales call. Some leads could be a lot tougher than others. But with skillful salespeople, they’ll be able to close sales like it’s their second nature. If you’re looking for more salespeople on your team who understands the art of closing inbound sales calls, you can hire a sales pro here.