How to Start a Sales Call [5 Easy Steps]
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- čas přidán 25. 01. 2022
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KEY MOMENTS:
0:34 . Open with distinction.
1:55 2. Show that you know their world.
2:45 3. Bring insight.
3:40 4. Share common issues.
4:30 5. Leverage a kickass CTA.
1. Open with distinction.
Take a moment to put yourself in your prospect's shoes. They’re sitting at their desk, their phone rings, and they automatically answer. Maybe they did it without really thinking-perhaps they thought it was their spouse calling. Instead, they hear this on the other end of the line: “Hey! Marc Wayshak here. How are you doing today?!” The prospect immediately feels a sense of dread; they know it’s a salesperson using a super-duper salesy approach and they immediately start planning how to get off the phone.
To avoid this reaction, we must learn how to start a sales call in a completely opposite way from what the prospect expects. That means dropping common openings like, "Hey, how are you today?!" and ditching the super-excited, enthusiastic sales voice. Instead, focus on being low-key. Use an approach to open the conversation that will break the usual pattern your prospect has come to dread hearing over the phone.
If you open with distinction, setting yourself apart from other salespeople right off the bat, it will catch your prospect off guard and break the pattern. In other words, at first, you really want your prospect to be unsure whether you’re a salesperson or not. Keep them on their toes for those first couple of seconds of the conversation.
2. Show that you know their world.
When learning how to start a sales call, demonstrating your knowledge is the second step in the process. One of the best ways to separate yourself from the hoards of other salespeople is to demonstrate that you’ve done your homework. Show that you know what’s going on in their world. The more you can demonstrate that you understand their world early on in the call, the more likely they are to allow you to continue with the conversation.
Most salespeople follow some lame approach that's focused on their own company. They immediately start talking about how great their company is or how amazing their offering is. Instead, start the conversation by focusing on the prospect. Show that you know their world and what's going on for them. They're more likely to say, "Okay, this person knows what they're talking about, I'll give them a few seconds." That's all you need.
3. Bring insight.
Once you’ve already demonstrated that you know what's going on in your prospect’s world, it’s time to bring some insight into the conversation. When it comes to mastering how to start a sales call, insight is the single most powerful tool that any salesperson has at their disposal.
Think about it this way: in your role as a salesperson, you’ve likely talked to hundreds, if not thousands, of people who were in very similar circumstances to your prospect right now. Use that insight; don’t let it go to waste. The more insight you can bring from this high-level overview, the more likely you are to demonstrate that you have real value to bring.
4. Share common issues.
Because it’s so important to the process of how to start a sales call, let’s dive deeper into what it really means to bring insight to your sales calls. So much of this step relies on your ability to demonstrate that you understand the common issues faced by people just like your prospect. Common issues are the key to getting any prospect to start to open up.
When you're learning how to start a sales call, it has nothing to do with your product or service. It has everything to do with the common issues you’re seeing-and engaging the prospect around those challenges. This is how you can start to bring real value to your sales conversation early on, get prospects to open up, and find more of them willing to have a real conversation with you.
5. Leverage a kickass CTA.
The next key to starting a sales call is to have a kickass call-to-action to get people on the phone with you. Most salespeople try to initiate a sales call with something weak like, "Hey, let's set up a phone call." Your prospect doesn't want to just have a phone call. They're not dying to talk to a salesperson; they just want real value. A kickass CTA must be something that is of tremendous value to your prospect; something that will get a complete stranger to be willing to engage you in a sales conversation.
What is something you can offer your prospects that will be truly useful to them in terms of solving the challenges they're facing right now? Something that’s beyond simply, "Hey, will you hop on a call with me?"-because they don't want to do that. But what they do want is some kind of value that will help them solve their top challenges. That's what the kickass CTA is all about.
i loved all of the 0 examples you gave us !
An example would be nice
I'm from the Middle East, I can't describe how I benefited from you, you are special and you deserve success .
Perfectly put.
Thank you so much for the video! It was exactly what I needed.
Hi Mark, I always watch your videos, I still need more education but your team cancealed my first online meeting just because I am located in Turkey. Hope you read my comment and help me with this! as an immigrant I need to save my job and did good sales with your videos, but I want to rock!
Great pointers. Im always at the end of the sales pitch. Im a senior manufacturing engineer and have decision making authority. I Have anywhere from 5 to 10 sales calls a week from sales people trying to push their services. The happy go lucky intro of "hey there, how's your day going" has become so cringe, i usually cut them off and politely give them my email or ask them to send me literature and quickly end the phone call. I could tell you the sales call that dont start like that have had a high percentage of me using there services or if i know off someone within our company that can be of use i pass them on,.
Johnny, young sales guy here, I hate starting calls like that and I cringe when I say it. I would love to hear about some of the better call intros you have received. Such as tonality, ice breakers, volume level and etc.
Helpful tips but I would really love some examples. I'm struggling to come up with ways to "open with distinction". I'm obviously very new :)
Fantastic, Marc.
That is great job! Fantastic.
great video as usual
Ok but what’s a better example!!!?
Now, if you work in a large and regulated complex field… the narrowing of scope or call plans helps focus and also creates structure for comp plans and quarters and on and on. However, these pathways also sometimes get but entrenched and these disconnects because of silos tend to push more and more markers rather than connections of reality. It’s a complex set of conditions… it’s also true, it’s more workable than not. The insights and implementation pieces and understandings of impact helps ease enough apathy and increase engagement enough to help create the space for change.
I’ve worked in health care and government ad sales, etc… there’s various iterations of these things. For instance if you are selling solar panels but only commission… the likelihood of holding information increases in that modeling. It’s not exact….
Ask yourself… how does my organization reflect and create the conditions in what ways? If you sold insurance…. Do you get passive income? Do you also work on account management?
If you work in an innovative field or energy sector or food? How does regulatory bodies affect the way I position a product?
When you are in sales, it can be a lot… it’s also an important intersection point between organizations and stake holders. .
Hii sir , i am really inspired from your tactics and used well but in this video and in many videos you just clear us how it's need to be done and how but never provide any suitable line or example you personally use...that is what my concern is... i am from india and watching your videos since last 3 months and damn your videos are really amazing and helpful like dan lok....i hope a reply and suitable and fit semtences to use as accordingly your ways or principles in next vudeos..
What if you wanted to have a sales person or some information cut back on impact? The reality of solution creation and complex connected issues is not usually one thing or issue. It is usually a set of imperfect conditions with percentages of less than perfect actions.
Solutions help.
SUPER !
Is it similar to cold calling?
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Thanks for all your tips. I use them with my sales team. Appreciated.
You're different and real.
how about "Congratulations!" For the open distinction 😂?
Integrity matters. And, no one is perfect. Yet, there are also real world issues.
Another great video.
Totally agree.
Couldn't get the downloadable content the off cheat sheet. The guy is basically selling his services not quite teaching anything which is almost free here on CZcams.
1. Open so they don’t think you’re a salesperson
2. Show that you know their world off the bat
3. Provide useful insights
4. Share common issues
5. Have a kickass specific CTA
We need our institutions and organizations…
I think the hardest thing is picking up that phone lol
I appreciate this, but it's a bit too abstract. It would be better if you could give examples to make it concrete.
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