Perhaps one of the most difficult parts of being a rookie sales rep is how to properly speak to a lead once you actually get them on the phone. In a recent sales training, our inside sales team outlined some of their strategies for being assertive on a sales call while still maintaining a professional relationship.
What follows are three strong best practices that every sales rep can use to make the most of their call.
As a sales rep, you are the authority on the product you sell. Keep that in mind when you’re on a sales call. If you have a hot lead, they are interested in what you have to say and expect you to provide them with accurate information. Don’t hesitate to create need to influence urgency.
When it comes down to it, use an animated, non-monotone voice. Nothing screams, “Rookie!” more than a boring, unenthusiastic tone.
Have a Strong Opener
A strong opening statement also makes all the difference when getting that lead on the phone call. Ken Krogue, President and co-founder of XANT, has over 20 years of experience in the inside sales industry and has a strategy for ensuring sales reps start their call strong called the first call sequence.
Step 1: The Opening – Introduce yourself, your company, and your purpose for calling.
Step 2: The Trust Ladder – Try to build a rapport with the lead. For example, try and tie this call into a common experience. For a complete discussion on the trust ladder, read this blog.
Step 3: Positioning – What does your company offer and how is that different from other competition in the marketplace?
Step 4: Cool Feature and Key Benefit – What can you or your product do for your lead?
Step 5: Proof Story – Name some of your clients that have seen success using your product using specific examples.
Step 6: C2C (Commit to Continue) – Ask your lead if they have time right now to see a demo of your product. These ties into the authority topics addressed above.
Check out this blog for a more in-depth discussion on the first call sequence and writing scripts.
It’s important to remember that interest is not need. In fact, as Ken Krogue always says, “Interest is the counterfeit of need.” Keep this in mind when qualifying your leads. A current model for qualifying leads is called ANUM, which replaced the old model of BANT (Budget, Authority, Need, Timing).
ANUM stands for: Authority, Need, Urgency, and Money.
How does it work? A best practice is to start by talking to a lead that has the authority to make a decision. This can sometimes take a few steps in gaining introductions and contact information – but it’s well worth the time. You should also be asking questions about their processes and their obstacles to help fully develop need. If the need is strong enough, urgency will always arise and the money somehow appears.
In a webinar featuring Ken Krogue, Ken delves deeper into qualifying leads. Watch The Forgotten Road to Inside Sales Success.
As the leading lead response management and sales automation software provider for inside sales professionals, XANT offers a suite of products to increase sales success. Check out our lead response platform, or request a demo with a sales rep.
What techniques or tools do you use that has made your sales team more productive? Let us know in the comment box below.
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