Tag Archives: cold calling

5 Tips for Developing an Effective Inside Sales Call Scripts

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SuccessfulFirstCall

For an inside sales rep, your first sales conversation with a prospective customer is not only your most challenging, it is easily your most important. Having an effective inside sales call script is the first step in converting your conversations into revenue.

So no pressure. Here are 5 tips to help you develop an effective inside sales call script:

12 Bad Habits Destroy Inside Sales ProductivityTip #1: First impressions count

You only have one chance to make your first impression on the phone. Social media and email correspondence can warm up your leads, but it isn’t until you actually speak to your prospect on the phone, that you will be able to introduce yourself and move your prospect to the next step in the sales process. Just as important, it is also your chance to qualify or disqualify your prospect.

Tip #2: Go Slow

Early in my career I always tended to rush the call. I’m not sure why, but I wanted to get all the information I wanted to convey into the first 30 seconds of the conversation. Through experience, I learned it was much better to go slow. Slowing down allows the customer to understand and listen to your message.

 

Tip #3: Keep goal of sales call in mind

Sales is a series of discrete steps.Keep the goal of your call in mind. For instance, if this is your first call (cold call), your goal may be to simply establish contact and determine if you are speaking to the right person. Your next step may be a demo or discovery call where you spend more time qualifying your prospect and understanding their needs. Third might be a demo. Don’t try to do it all at once in the first call.

Tip #4: Simplify

Another rookie mistake is to try to recite the ENTIRE script you learned in training… word-by-word… in one breath… without giving the prospect a chance to answer…

Instead, get to the point quickly, but don’t read your script. Keep it short, concise and to the point. Identify the purpose of the call and work towards your goal.

Tip #5: Be Prepared

When manually cold calling you may go through a lot of dials before getting a connect. You can lose focus with the tedium of dialing, leaving messages, and dealing with gatekeepers. You can certainly day dream and then be “surprised” when someone answers the phone.

If you’re using a high-speed sales dialing solution, like ConnectLeader Team Dialer, the connections come fast and furiously. You need to be ready to jump right into that call in less than a second. You need to be prepared to greet the customer and accomplish your goal (See Tip #2). A few ways to improve your calling skills is to conduct a “self-audit”. Are you using a lot of non-verbal fillers (i.e. ahhh, umm, so)? Are you “speaking over” the customer? Preparation helps you project confidence. Even if you are a new inside sales rep, being prepared helps you get up to speed faster.

Your sales manager or coach can help you by listening in on the calls and providing feedback during the call. Role playing can help too.[/fusion_text]

Tips for Building a High Growth B2B Sales Team

[fusion_text]Editor’s Note: We’re pleased to welcome Chris Salisbury to the ConnectLeader sales team.  Chris was formerly with Dyn, the Manchester, NH DNS Provider. Chris will be sharing his sales  tips for ConnectLeader in future B2B Sales blogs. 

When I started out at Dyn, I was the single sales rep. among a team of engineers. It didn’t take much time before they wanted to kick me out of the office because I was being “loud” and talking on the phone all day. It seemed my colleagues preferred a more “Zen-like” environment.

The early days, the b2b sales process was pretty chaotic as we struggled without the proper sales and marketing tools. Everything started to improve when our company adopted Salesforce.com as our CRM platform. In those days, we made lots of cold calls and followed up with emails. We learned that Engineers liked to hide behind email and once they were comfortable, they would accept a phone call.

Managing the Growth of a B2B Sales Team

As the company grew, my team expanded to 8 to 12 sales reps. and at the height of our growth managed  450+ accounts and a full book of business. What really pushed the team over the top was when I started assigning my book of business to my sales team. I would assign the the accounts based upon the traits and personalities of each individual sales rep. This strategy really worked well and we quickly became the fastest growing team in the company.

Finding Reps with that “Sales Mojo”

The traits I looked for in new sales reps was an individual who was hungry for success, driven, passionate and have lots of energy. Some folks call this “Sales Mojo”. Most importantly, I looked for focus. During the interview process, I would ask “if I handed you the world as your sales territory, how would you start?” While there were always lots of variations on the answer, I was looking for focus and direction. Do they have a definitive plan. Some of my most successful reps had direction, planning, and focus down to a science. If they started going off course, they would review their plan and simply re-adjust or pivot. Of course, sometimes being focused and persistent can have a downside. I spent nearly three years chasing one account, even sending  a piece of granite to Europe (New Hampshire is known as the “Granite State”). Unfortunately, they never became a customer. I still wish I could get that one back.

My only regret from my experience at Dyn was that I didn’t have a dialing productivity tool like Personal Dialer from ConnectLeader. I used to make 50 to 60 manual dials as part of my daily prospecting regimen. It would take me all day and it was a real pain. Now I’m making an average of 150 dials a day. But thanks to ConnectLeader’s technology, it takes me about 1 1/2 hours to make those dials. Now I actually have some extra time time to write a blog post or two.

Feel free to contact Chris Salisbury directly at:

Direct Telephone: (603) 952-2512

email: csalisbury@connectleader.com

twitter: @ChrisSalisbury

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