The Non-Salesy Sales Call

Watch this week's Short Attention Span Sales Tip here.

Good morning!

If you’re new to sales and wondering what to say when a prospect answers the phone, don’t follow your instincts.

Most new reps think:

“This is where I impress them” or “This is where I sell something.”

Wrong.

This is where you get curious.

Here are two tips for new sales reps (although it applies to all of us):

1. Don’t perform.
2. Diagnose.

Remember this:

1. No one cares what you do.
2. They care what they do.

If you start a B2B sales call with:

“My name is Bill and I sell printing, signage, promotional products…”

You’ve already lost that critical first 8 seconds where you need to grab attention.

And in a first-time sales call, the first 8 seconds determine whether the conversation continues.

Instead, try this proven opener:

“Hi Allison, I’ve been doing a little research on your company and I might be off base, but can I run something by you?”

That’s it.

That’s how to start a sales conversation without sounding salesy.

• Lower the pressure.
• Invite the conversation.
• Calm your tone.

You are not there to close.
You are there to uncover a business need.

And uncovering a business need on a sales call is the muscle you’re building.

Overcoming call reluctance is step one.

Learning how to handle a cold call when they pick up?

That’s where real confidence begins.

If this approach makes sense to you, start building a repeatable first-call structure.

Improvisation creates anxiety.

Structure creates confidence.

And if you need help building that structure, you know where to find me….SalesVault.pro or 781-934-7036

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.