Tips in Conducting Outbound Sales Calls

As I sit surrounded by sales associates attempting to conduct business with first time buyers, I mindfully notice mistakes initiated by the novice representative. Inbound calls also reflect the inexperience as I point out an attempt at a flawed introduction seconds before hanging up the phone. Though I understand the economy is forcing individuals to occupy positions simply because employment is scarce, lack of experience in sales will undeniably present itself among the unqualified. I regret to mention the numerous employees thought to succeed in our current sales market, as many have passed on the torch. For those financially reliant on commission, beware of the common mistakes.

My number one pet peeve regarding sales calls is the lack of interest; which will be inevitably disguised within the voice. Answered inbound calls such as these are closed within seconds, as time is an essence interweaved into the business environment. I, personally, refuse to neither indulge nor offer my time to sales calls that prove little importance and motive. On the other hand, a sales call that is performed naturally without hesitation is one I may be inclined to listen to. The key to success is to develop a calm, informative tone that appears to know every aspect involved with the products or services being offered. For example, which call are you less likely annoyed with? An informative rep who simply respects your time and initiates business immediately by introducing himself and detailing his spill; or an unconfident rep who sounds as if he/she is reading a script in a dreadful, bored monotone?

An introduction should be as brief as providing your name and the company you sponsor. You will then request for the respective section manager, etc. Ensure that you sound as if you are NOT trying to sale something. This way, the receptionist, etc. will remain unaware of your intentions and be more reluctant to transfer your call. Once connected, another introduction incurs, yet now ensure to briefly mention the reason for your call. If the customer is a prospect, target them with a discounted opening order or sample packs. If they are unfamiliar with the services/products, ask if you may send them literature via email. Email is by far the favored method of communication available. As mentioned before, time is most valuable and email allows for individuals to introduce the information via their schedule. Not too mention, you can follow up more profoundly than before and inquire as to whether they are interested in rate quotes, additional literature, test order, etc.

To conclude, if your position requires you to sale, ensure to provide and receive enough information without appearing desperate and annoying. You simply want to appear as if you are expanding your customer base and promoting the products and services you offer. The goal is to interest the prospect enough to review your information and expect for a thorough follow-up. If they are unable to conduct business at this time, try again a month or two down the line. Remain organized and knowledgeable on your information, and prepare to close each phone call with an immediate or future sale!