Imagine if you could dramatically reduce the number of leads who tell your sales team “no.”
Chances are, you can, simply by making sure your team isn’t making any of these basic sales call errors:
Letting The Lead Say “No” Straight Away
“Did I catch you at a bad time?” “Do you have time to talk?” “Would you be interested in hearing about…?”
All these questions have one thing in common: the lead can say “no” and shut down the conversation before your sales team has even had the chance to explain what your company can do for them.
If you want your sales team to close more calls, get them to ask “How are you?” instead of “Is now a good time to talk?” This simple change has been proven to more than triple success rates.
Sounding Tired Or Unenthusiastic
If your sales reps aren’t excited by your product, why would your leads be? Boredom, tiredness, or a lack of enthusiasm can be heard over the phone, and it’s a surefire way to turn potential prospects off your brand.
Even the most engaged staff member will occasionally be hit by that 3 pm energy slump. Encourage team members to get a coffee when they need it, but even more importantly, train them to use good posture and force a smile when on the phone. It will transform their voice and help them build rapport with leads.
What’s more, pay attention to staff morale and motivation. Help them buy into your company’s success. Whether you choose to do it through team-building activities or commission-based bonuses, it’s important to make sure your sales reps are excited about selling your products or services.
Not Talking Enough
On average, in successful cold calls, the sales rep speaks 55% of the time. In unsuccessful sales calls, however, they listen more than they speak.
Engaging and listening to the prospect is an important part of the sales call. It creates rapport and allows sales reps to customize their pitch to the lead’s needs.
However, when a sales rep listens more than they speak, they’re missing out on the opportunity to tell the prospect what makes your product or service so important. They simply don’t have time to convince the lead to sign up. Make sure your sales reps feel confident leading the conversation.
Leaving Potential Leads Waiting
Inbound leads should be your highest-converting ones. Whether they’re calling because they’ve seen your ads or they’re returning a phone call, they’re the ones who are motivated to speak with your sales reps. But sloppy processes can ruin all this.
When prospects have to wait more than five minutes to speak to a sales rep, qualification rates decrease by 80%. You need to make sure interested leads receive immediate attention from your team.
Call Assist automatically connects sales reps with leads as soon as their calls come in, meaning you can reduce the number of leads lost and keep potential clients happy.
Not Following Up Enough Times
On average, your sales team will need to call a prospect eight times before they even speak to them, let alone before they get a sale.
Calling prospects again and again, with no response, can be demotivating. Rookie sales reps can give up, assuming there’s no point trying yet another time.
In fact, 44% of salespeople stop calling after just one follow-up. Yet by doing so, they’re dramatically reducing their conversion rates.
Call Assist automates follow-ups for your team. It will enable you to call leads at different times and with different messages so that you can increase the likelihood of getting in touch with them and ensure the highest conversion rates possible.