• A Formula for Successful B2B Sales Calls

    Posted On Monday, February 20, 2017 by Robert Smith

    Even in today's era of digital marketing, phone calls are an effective, time-tested platform on which to sell a product or service. But if you want to gain any momentum with your telemarketing, you should follow the formula outlined below.

    Make Multiple Attempts

    According to Sirius Decisions, the average salesperson makes just two attempts to reach a prospect, after which the salesperson moves on to the next prospect. This is a critical mistake, however, as prospects may not answer during the first, second or even third call. So, don't lose hope if the prospect doesn't answer, but instead schedule a time for a follow-up call.

    Identify Prospects' Restraints

    When calling a sales lead, find out what's holding him or her back from buying your product or service. Maybe it's the price, or perhaps they are contemplating another competitor. Regardless, you need to find out what's holding the prospect back, and using this information can address the prospect's concerns while subsequently increasing your chances of eventually closing the deal.

    Create a Sense of Urgency

    You should try to instill a sense of urgency when making sales calls. In other words, entice the prospect to act not as opposed to waiting until later. Why is this necessary? If a prospect feels inclined to act now, he or she will be more likely to buy your product or service. You can create a sense of urgency by offering prospects a limited-time offer, such as 10% off if they order within the next 24-48 hours.

    The 40-40-20 Framework

    The sales experts have HubSpot recommend using a 40-40-20 framework during sales calls, in which the first 40% of your sales call is asking the prospect questions, the next 40% is giving the buyer information to those answers, and the remaining 20% is closing the sale. Countless salespersons have experienced strong success when using the 40-40-20 framework, so give it a try to see how it works.

    Nurture Prospects Throughout the Sales Funnel

    If you aren't nurturing leads throughout the entire sales funnel process, you're missing out on one of the easiest ways to increase sales. According to a report published by Gleanster Research, nearly half of all leads are not yet ready to buy. So even if a prospect declines your offer during the initial phone correspondence, don't write him or her off as a non-sale. Continue nurturing the prospect with follow-up calls and correspondences to increase your chances of success.


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