I hear salespeople say all the time that “the phone is dead” in sales today. In reality, that couldn’t be further from the truth.
Now, I’m not saying that the traditional old-school cold call is still effective. It’s not.
But there are still a number of ways to use the phone to effectively generate more strong sales opportunities—especially if you implement some easy phone sales tips that really work.
All you have to do is simply follow what the data tells us.
In this video, I’m going to show you 5 easy phone sales tips based on the data. Check it out:
Easy Phone Sales Tips #1: Lead with cold email.
Nowadays, there’s no need to make a true cold call. It’s just plain unnecessary. If your first contact with a prospect is a cold call, you’re making your life far more difficult than it needs to be.
Think about it: If that prospect actually answers the phone for some reason (which is unlikely), they have absolutely no idea who you are. You’re starting at zero.
With the incredible tool called cold email, you can get in front of new prospects with multiple outreaches before you ever get on the phone. That way, by the time the prospect actually answers your call, they’ll have a good idea of who you are.
Of course, aside from cold email, you can also use other channels such as LinkedIn and other social platforms to make those first contact touches to your prospect. Just don’t lead with a call.
This is just like a football game. You don’t want to be the running back who’s out in front with no blocker. Make sure you’ve got a blocker—in this case, your blocker is cold email.
Lead with cold email and then follow up on your emails with a phone call. This is one of the best easy phone sales tips out there, and it’s so effective.
We’ve actually found that making a phone call after a cold email can double the likelihood of actually setting a meeting.
Phone Sales Tips #2: Have a great script.
Salespeople who just wing it once they get a prospect on the phone are shooting themselves in the foot. The data is unequivocal about this.
Reps who don’t use a script are ultimately way less likely to schedule appointments as a result of prospect calls. That’s why having a script is one of the most important easy phone sales tips you can follow.
Having a script doesn’t mean that you must type out every single word you’re going to say. But you must at least have a clear process you follow every time you’re on the phone with a prospect.
The data shows that salespeople who meander through a call without a script are far less likely to schedule appointments, so make that you follow this easy phone sales tip and create a script to keep you on track.
Easy Phone Sales Tip #3: Break the pattern.
Put yourself in the shoes of a prospect that you’re calling. Let’s just say that you actually get them on the phone. What are they likely to be doing when they answer the phone? Chances are, they’re doing a number of other things at the same time as talking to you.
Maybe they’re finishing an email they were just drafting, or they’ve got someone else in the room. So you don’t have all of their focus. If you use a predictable approach to start that sales call, they’ll continue to do what they’re doing and try to get off the phone.
Instead, you want to break the pattern. Wake them up from whatever it is they’re doing and get them focused on the call.
Use an unexpected opening to start your call—something that will catch them a little off guard. I recommend you test a number of different openings that are unique from the standard, “How are you?”
By simply changing how you start the call, you’ll be far more likely to set an appointment as a result of that prospecting call. Implement this easy phone sales tip into your phone selling strategy today.
Tip #4: Get them talking.
The data is unequivocal: When prospects talk a lot on prospecting calls, they’re more likely to schedule a next step.
While it can become problematic if the prospect is talking too much, it’s important to get the prospect engaged early on by getting them to open up for a two-way exchange. The data shows that the ideal prospecting call should contain a 50/50 back-and-forth between the prospect and the salesperson.
You don’t want an 80/20 situation where they’re doing 80% of the talking and you’re doing 20%—nor do you want to be doing 80% of the talking while they’re only talking 20% of the time.
Aim for 50/50. The data shows the sweet spot. Follow this easy phone sales tip and focus on getting them talking and engaged in a two-way conversation.
Tip #5: Have contingencies.
Let’s face it—prospecting calls can be tough, and prospects are typically trying to get off the phone right away. You should expect that when you ask, “Do you have a minute?” they will respond, “Actually, no, I don’t.” You should expect that they’re going to say, “I’m really busy right now, can you call back later?”
These responses should never take you by surprise.
Instead, you should have contingencies in place for these common replies. Contingencies will help you ensure that you can still get a meeting scheduled now, even though the prospect is pushing back to get off the phone.
Have your contingencies typed up and ready to go so you’re never caught off guard.
So, there you have it. Now you know 5 easy phone sales tips based on data. Which of these ideas did you find most useful? Share your thoughts in the comments section below to join the conversation.