In lesson #5, "Sales call tips and lead qualification", we are going to discuss and give best practices on how to conduct sales calls and do lead qualification.

We've put together an 11-step guide to help you nail your calls, from the best way to open your calls to lead qualification, prospect research to the best way to close sales calls!

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11 sales call tips to transform boost your engagement

Sales calls can be daunting, but with the right approach, mindset, and preparation, they could become one of your top channels for closing deals and qualifying leads!

Here are some practical tips to help you make the most out of your sales calls and ensure every conversation is productive and successful:

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1. Start positively: begin calls with a positive comment

The first few seconds of your sales call set the tone for the entire conversation. Start with a positive comment to build rapport and make a good first impression.

For example, you could say:

"Thanks for taking the time to chat today, [First Name]. I really appreciate it."

Acknowledge their time and show gratitude to a friendly atmosphere from the get-go, and be sure to call them by their name!

It's also important to talk slowly and be polite,even if it sounds like your prospect is in a rush. Try to establish context as quickly as possible by introducing yourself and your company, or mentioning previous emails/conversations so you're not wasting any of your or your prospect's time.

Make sure your prospects are engaged in the conversation before you start asking questions or pitching your product/service.

Don't start with a pitch or feature description unless you want your prospect to try to get off the phone as quickly as possible!

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2. Extend call duration: keep your prospect talking

The longer you keep your prospect engaged, the better your chances of closing the deal!

Industry data has shown that the most successful cold calls last almost twice as long as unsuccessful ones, averaging out at almost 6 minutes!

Ask open-ended questions and listen actively to their responses to keep the conversation flowing. Your call should never become a one-way pitch, so encourage your prospect to share more about their needs and challenges and always confirm that you've heard their perspective correctly before moving on.

This not only builds rapport but also provides valuable insights that will help you qualify their purchase potential.

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3. Stay professional: avoid negative comments

Always keep your conversation professional!

We recommend you avoid making direct negative comments about competitors as this can come off as unprofessional and petty.

Instead, focus on the strengths of your offering and back your value proposition up with social proof.

You can use client affirmations and positive success stories to build confidence in your product in a way that feels authentic and relatable.

For example, you could say:

"We've seen clients in [prospect's industry] like [2 or 3 customers] achieve [success] since switching from [previous solutions] to ours."

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4. Create a clear agenda: outline your intentions at the beginning of the call

Setting a clear agenda at the start of the call helps manage expectations and keeps the conversation on track.

It doesn't have to be complicated! Simply outline what you plan to discuss and confirm it with the prospect so they feel more comfortable.

You can say, for example,

"Today, I’d like to go over your current challenges, introduce our solution, and discuss how we can help you achieve your goals. Does that sound good?"

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5. Use engaging communication: speak like a human being!

You can't expect your prospect to get a good response from your prospect if you're not inspiring their enthusiasm!

Being dynamic and engaging is crucial, even when talking over the phone. Try standing up while you talk - this can make your voice sound more energetic and confident, and smiling whilst talking will naturally make your tone more positive.

When it comes to pitching, use keywords that resonate with your target audience but try to avoid excessive jargon. Always imagine that you're talking to a friend or family member to prevent you sounding too robotic.

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6. Simplify options and positioning: focus on solutions, not features

The first cold call is not the time to get into the nitty gritty of your product's capabilities. Too many features options can overwhelm prospects and will make you sound inauthentic in your pitch.

The best way to avoid this is to focus on framingyour products as solutions to their specific problems. Be clear how your product can address their overall needs, deliver business value, and make their lives easier.

For example:

"Our software simplifies your workflow by automating repetitive tasks, saving you time and reducing errors."

If the prospect wants to learn more about how you do this, you have an opening to invite them for a demo!

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7. Trigger emotions: use storytelling to connect with your prospects

Connect with your prospects on an emotional level by using storytelling and emotional triggers, whether it's by elaborating on relatable pain points or talking about their goals.

You can then share success stories of how other customers have benefited from your product to nurture the prospect's sense of FOMO (fear of missing out) and to prove to them that a solution is within their reach!

Here's an example of how this could work:

"One of our clients that was also struggling with manual tasks saw a 30% increase in productivity within the first month of using our tool."

Emotional connections can make your pitch more relatable and compelling.

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8. Clarify product value: demonstrate benefits and ROI

Whilst you don't want to get bogged down in individual product features, it is important you capture their interest by communicating the tangible business value of your product.

Try to demonstrate the benefits and return on investment (ROI) they can expect, and if possible, use data and real-life examples to back up your claims.

For example:

"Our clients typically see a 20% reduction in costs within six months thanks to our efficient automation features."

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9. Empower customers: make them feel involved in the problem-solving process

The most important element of sales storytelling is that the hero of the story isn't you, it's your prospect!

This is why you want to make your prospects empowered by involving them in the problem-solving process and helping them articulate their perfect solution. For example, you can ask for their input and what their best-case scenario or dream solution would look like, and then adapt your pitch around their interests.

Here's an example:

"How do you think this solution could fit into your current workflow?"

At the same time, using risk-reversal language will help alleviate their concerns and make them feel like they're in control:

"We offer a 30-day money-back guarantee, so you can try it risk-free."

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10. Personalize and prepare: research prospects and plan your calls

Personalization is key to a successful sales call. Researching your prospects thoroughly before the call allows you to tailor your approach to their specific needs and challenges. Be sure to keep consistent and detailed records of all your calls so you can review all your best and worst-performing tactics for different personas.

Another thing you need to take into consideration when planning your calls is timing. Keep tabs on when prospects tend to be more receptive and use your call data or industry reports to find the best windows of engagement.

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11. End positively: conclude with clear next steps

After all your hard work before and during a call, you don't want to risk losing a great sales opportunity!

Be sure to conclude your call on a positive note by asking a question that secures the next step.

For example:

"When would be a good time to discuss this further? Does next Tuesday at 3 PM work for you?"

Ending with a clear call to action ensures that both you and your prospect know the next steps. It's best to lock in your next meeting whilst your top-of-mind for th prospect, so don't leave it until after the call ends!

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Qualifying your leads

The whole point of your first sales call is to kick off your lead qualification.

The goal is to get to know your prospects, learn about their problems and understand their main goals for the near future.

Whilst we don't recommend sticking to a concrete sales pitch (unless oyu want to sound like a robot), you should prepare a set of relevant questions that you would like to ask in order to qualify your leads.

Some examples of qualifying questions are:

• "How are you currently doing XYZ?"
• "What is your biggest challenge with XYZ?"
• "If you don't mind me asking, what are you using for XYZ today?"
• "What do you like about your current solution?"
• "What are your main goals in XYZ for the next quarter?"

The most important part of the qualification process is to listen to what your prospects have to say! Let them do the talking and you will learn a lot about their problems and expectations.

Take notes of the things they mention, and bring them up later in the conversation, this will show that you are paying attention and really care about their problems.

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Pitching and handling objections

The questions you ask in the lead qualification process will help you transition into pitch mode. You know their main problems and their main goals, now you can adapt your pitch to their particular situation. Deliver a short, concise and adapted pitch. Don't talk for too long! You don't need to mention all the features, instead, leave some easy questions open that you will be able to answer later.

A prospect almost never bites on the pitch with no questions or concerns, so you need to be ready to answer your prospects questions. The easiest way to prepare for this is to create a common objections document, where you and the members of your sales team write down the answers to the most common questions/concerns your prospects have.

In the next lessons, we are going to dig into each step of the sales process. Stay tuned for the next lesson: Closing!

Here is the outline of this series:

1. The Sales Process  
2. Lead Generation, Prospecting  
3. Outreach, Cold emailing  
4. Follow-up, Always Follow-up!  
5. Sales Calls and Lead Qualification  
6. Closing!  
7. Deliver and Support, Customer Success  
8. Ask for Referrals! Referral Marketing!  
9. Sales hacks!  
10. Refine, Repeat, Scale!

Amplemarket Team!

If you have any questions or suggestions feel free to reach out to team@amplemarket.com. You can also follow us on Twitter and on LinkedIn.

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