Eleven Commandments of Sales Calls

Apr 5, 2019
2 min read

(The Art of Making Sales Calls)

The Senior Vice President of Sales called a meeting to discuss with his Sales Team how they were doing for the current month. When he called on one of the Rookie Salesmen in the room, here is what he said:

“I’m not having a good month! I’ve made almost 2,000 prospecting calls and have not closed any sales yet. I’m getting frustrated!”

When the SVP Sales called on one of the Veteran Salesmen here is his response:

“I’m having a great month! I’ve made almost 2,000 prospecting calls so far and I have not closed any deals yet. My experience tells me I get a deal closed every 2,500 prospecting calls, so I’m about to close a deal very soon!”

The moral of the story is just keep making prospecting calls and the Sales will eventually come!

Eleven Commandments of Sales Calls

Tell them what is in it for them (Benefits not Features)
Use their first name several times to get & keep their attention (Ear Tug)
Paint a picture with your words (Visualization)
Avoid questions that elicit yes/no responses (Ask Open-ended Questions)
Ask engaging questions that require some thought and encourage a full, meaningful answer (Engagement)
The Golden Rule in Sales is Follow Up!
Listen more than you speak
Prepare a “Call Guide” to handle questions & objections prior to calling
Consider Objections an opportunity for further engagement
Be positive on each call (A Smile Can be Heard Over the Phone)
Don’t take rejection personally. It is a reflection of the product or service and not you personally!