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How to Make a Sales Call | Tips For Nice People

If you want more sales RIGHT NOW, then making a sales call is one of the quickest and effective ways to do it.

At some point you WILL have to make a call to your potential customers, whether it’s a follow up call from a proposal or somebody calling you after finding you online… you need to be prepared for it.

In this video we break down the key parts of a successful sales call and show you how to do it yourself in 4 easy steps.

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If you want more sales RIGHT NOW, then making a sales call is one of the quickest and effective ways to do it.

At some point you WILL have to make a call to your potential customers, whether it’s a follow up call from a proposal or somebody calling you after finding you online… you need to be prepared for it.

You can’t avoid it forever but yet, many of us shy and nice types do put it off, and we think it’s massively holding a lot of people back from making more sales.

Who’s this video for?

This is for you if you’re the type of person who puts off calling people, or if you’ve ever been in that situation where you end up giving someone loads of advice on the phone and then at the end they don’t sign up and just go away with loads of great ideas you’ve given them. You’ve just wasted an hour of your life!! And breathe…

We’re going to give you some tips to boost your confidence to make the calls and the skills to close the calls.

Now as a caveat, this video isn’t about cold calling or doing high pressure sales.

This video is for nice people that want to offer a genuine service that they believe in to a prospect but are just a bit shy on the phone.

So the first thing you need to know leading on from that, is that all your sales calls are going to be 100x more successful if you’ve already pre-qualified the prospect.

Before you start… Pre-qualify!

This could mean that they already know the price, you could have sent them a proposal before the call or you might have been chatting on social media first,

This is prequalifying them to make sure you’re not wasting your time calling them. They need to be a good fit and have shown some kind of interest in your offering.

From a confidence point of view too, it’s not like you’re cold calling and harassing them so instantly you can feel more at ease knowing that this person is actually interested in speaking to you.

A great way to do this is to offer a price guide on your website, we have a video on that here.

Step 1: Get to know them

Once you’re on the phone, the first step is to get to know your prospect better. You can’t sell to someone effectively if you don’t know what drives them, what they want and what their obstacles are.

Find that out… and if your products fits, you’re already half way there!

Start by asking questions like, “Tell me where you’re at right now and where you’d like to get to?” or “What’s the outcome you’d like?”

At this point it’s crucial not to fall into the trap most people make… which is to try to help there and then.

For example, let’s say I was trying to sell ATOMIC to Andrew and he said, “I’m really struggling to build my email list at the moment…”

Try to avoid saying, “Why is that Andrew? Have you tried xyz? Let’s brainstorm right now!”

Because that would be falling into the trap of giving advice and not getting a sale, which we completely get – you’re a nice person and you just want to help…

But instead, validate them and say, “Ahh yes, growing your email list is crucial if you want to scale your business as you said you wanted before. Did you know that on ATOMIC there’s a whole course and online event day dedicated to growing your email list?”

Do you see the difference? All of a sudden we’re back into sales mode, not consultation mode.

Don’t fall into this trap otherwise you won’t get the sales you deserve.

Step 2: Tell them how you can help

Now step 2 after hearing all about your prospect, is to politely ask to talk about your offering,

A great question here is: “So, would you like me to tell you a bit about how we can help with that?”

At this point tell them about how awesome you are, all your features, benefits, client success stories, all that kind of stuff, and where possible relate it back to their story and how it will help them to overcome their obstacles and achieve their goals, which you’ve already found out in step 1.

At this point they will either be like, “Awesome sign me up!” or “Sounds great, but…”

Before we go onto the close, let’s talk about handling those objections.

Step 3: Objection Handling

This is where you win or lose – 9 times out of ten the prospect will have some questions or doubts or objections before signing on the dotted line…

At this point it’s good to be prepared.

Before the sales call, write down all the reasons why they might not buy right there and then – and have a response for each ready to go.

As you answer each objection confidently, you get closer to the sale and you should be able to tell if they’re sounding happier on the phone…

Simply ask at this point, “Is there anything else holding you back?”

If so, just keep going until all objections have been handled and when they’re satisfied, you can simply say, “Great, when would you like to start?”

Step 4: The Close

The worst thing you can possibly end a sales call on, other than “no”, is the dreaded, “I’ll think about it and get back to you.”

Newsflash – they WON’T!!!

So, you need to agree to the next steps and get them to do it whilst on the phone. Whether that’s agreeing to the first invoice being sent, booking in a first session, or taking a deposit / payment over the phone.

Ultimately, having the ability to sell your services confidently, on the phone or not, is going to determine your level of success.

If that’s something you struggle with, you need to check out Payday on ATOMIC – it will help you at a deeper level to get the confidence to sell your services.