As seen in our Chatterbox Matrix, businesses in places like Watford and Macclesfield are amongst the chattiest in the UK, and as customer attention spans wane, more businesses are reliant on picking up the phone to conduct business than ever before.

People are also increasingly working remotely in this digital era, so it’s important to ensure you can keep the conversation going from anywhere, at any time. As well as updating your business communication, here are six tips to help you take your sales strategy to the next level.

Avoid using a script

When we first get into cold calling, it can be a little daunting not knowing how the call will go or the reaction you may get from the person on the other end of the line. To combat nerves, salespeople may feel the need to develop a script. However, regurgitating the same lines could make the conversation sound robotic and dull to the potential customer.

Try to make each call sound as close to a real conversation as possible. Provide a level of small talk and ask relevant and relatable questions to add a human touch to the process. Not only will this allow moments for genuine conversation, but it allows you to add a personal touch that will help the direction of the call.

Confidence is key

A potential customer does not want to be on the phone with someone that does not sound like they know what they are talking about. To close that sale, you need to ensure you sound confident and enthusiastic.

Knowing your product or service inside out is one way to boost your confidence in what you’re selling. This will help you feel certain that you can answer any question or handle any scenario that may play out during the call.

Listen 

This tip may seem obvious but is something that even the most experienced salespeople can forget. To listen, we need to make a conscious effort to not just hear what is said but to take it in, digest it, and understand what can be done to progress the conversation.

Reiterate what was discussed on the call, and ensure that you have established a mutual understanding based on what the potential customer wants. Listening will enhance your ability to make recommendations, quickly find the right solution and make you a better communicator over the phone.

Be willing to lose

Sometimes extenuating circumstances can be at play that stops you from having a great call with a prospective customer. Maybe you called at a bad time, or they need to establish who is best placed to discuss sales on behalf of the organisation. Either way, acknowledging that being told ‘no’ in sales may mean ‘not right now’ as opposed to ‘never’.

60% of customers say no four times before saying yes. Don’t be a salesperson that is willing to burn a bridge to try and secure a deal. Take a step back if necessary and revisit at a time that makes sense for you and the potential customer. Showing humility is noteworthy and can work in your favour over time.

Learn from both your wins and losses

In sales, you will speak to several people from all walks of life and each call will be different. Some may be painfully awkward, whereas some may be a success from the very start. All calls – good or bad - can offer an opportunity to learn a valuable lesson that can be implemented in the future.

Don’t rush the process. Take a moment to identify what went well and what could have been better to ensure you give each call moving forward your best performance.

Be Human

Last but not least, be human and be able to empathise with the person on the other end of the phone. Sometimes we have a way of exaggerating the sales process on the phone compared to a face-to-face conversation, but it’s key to show you're invested in the person you’re talking to.

Be realistic – speak calmly, confidently and pleasantly. Get to know who your potential customer is beforehand and find out their story and how you can add value to their world.

Final thoughts now you know the techniques…

The future of business communications is evolving, and it’s crucial to keep up with the times to ensure you can effectively turn prospects into long-term customers. Closing sales over the phone is an essential part of the process and is here to stay.

These practical tips and techniques will help you stay one step ahead of the competition with a refined sales strategy that you can use immediately. Follow these simple, yet powerful tips and techniques to improve your chances of success in your efforts to close sales and see how your leads flourish in the long term.