Odds are, you aren't a fan of picking up the phone and making sales calls. While this job isn't enviable, it is necessary, and without strong salespeople your company may have a hard time finding customers and improving the bottom line.
The largest corporations have a dedicated sales department, but your small business probably doesn't. In that case, making those tough calls may fall on your shoulders – a task you aren't looking forward to. However, a positive attitude and the right approach can make this job easier, enjoyable and profitable – all good things for your financial plan. Believe it or not, you don't have to be an outgoing person to be great at sales. In fact, being able to appeal to the person on the other end of the line may require a more flexible strategy, from time to time.
Here are some tips and tricks in order to walk that line and get the most out of each sales call:
Don't hide from who you are
As you get ready to sit down and make some sales calls, you may be concerned about the process, the other person and the results. While this can lead to jostled nerves – and poor performance – you should look for ways to overcome these negative emotions and embrace the process.
According to Entrepreneur magazine, you shouldn't hide from who you are. If you are uncomfortable, buy into that feeling. Use your nerves as motivation to rise up, overcome and make the best possible sales call. These emotions can cause you to be distracted, something you should work to avoid. However, it can also propel you to excel at your craft and get better, leading to improved sales and added customers.
In addition, Entrepreneur magazine recommended setting goals to hit during your calls. This way, you'll be able to stay on track and avoid letting your nerves win out. For example, break those calls up into groups and reward yourself after completing them, either by taking a break or performing something more pleasurable that is work-related. Once you have hit all your calls for the day, make sure you take some time for yourself to recharge as well. Each successful discussion should be celebrated, providing you the needed motivation to keep going.
Pay attention to the other person
While focusing your emotions is important during a sales call, you must also be able to pay attention to the person on the other end of the line. How they behave, act and talk can say a lot about them, giving you an avenue to connect and pitch your products and services.
According to Forbes, observing should be the first thing you do when making a call or meeting someone. How they act can dictate your response, and it could also be a sign as to whether or not they are receptive to what you are talking about. So, take note of what they are doing and saying. Then, try to tailor your behavior to match theirs. If they are fast-paced and action-packed, pick up the pace and talk faster. Or, if they appear quiet, consider slowing down and taking your time. This varying approach could allow you to improve your sales, financial plan and the bottom line.
Above all else, remember that this strategy isn't a compromise. Forbes noted that being flexible and working with other people during sales calls or meetings is a smart decision, and it doesn't mean you are changing who you are or sacrificing your personal qualities or beliefs. With this habit in place, you'll be able to better connect with potential customers.