Sales calls are defined as calls made by sales representatives to prospects and create an opportunity for making a sale. There are several types of sales calls, each with its purpose, components, tips, advantages, and disadvantages. This article will go through all the types of sales calls your reps can make and how they can benefit your overall growth.
When you’re selling a product or service, it is essential to have a team of reps who can work on any sales call. Sales reps can use sales productivity tools to increase sales effectiveness.
You should not leave any base uncovered, or else you are losing the opportunity to close more deals and generate more revenue. You never know what the prospects will ask, so you need to be ready for anything. This blog post will explore the different types of sales calls and when you should use them.
The best way to approach a sales call is first to understand what type of call it is and then tailor your message and approach accordingly. Let’s look at the different sales calls you should know about.
Types of sales calls
There are mainly two types of sales calls:
1. Cold calls
A cold call is when a sales rep contacts a prospect with whom they have no prior relationship. Cold calls are often seen as intrusive and can be challenging to make. However, they can be effective if done correctly.
When making a cold call, the goal is to introduce yourself and your product or service and generate prospects’ interest in your offerings. You need to be prepared with a script and understand each and every aspect of your product well.
Cold calls are best made to businesses or individuals who are likely to be interested in what you’re selling. Doing your research beforehand will help you identify these potential customers.
a. Importance of cold calling
Cold calls are necessary for sales. It can be essential to your sales strategy, especially if you sell to businesses or individuals unfamiliar with your product or service.
Cold calls allow you to reach new customers and create awareness for your brand. However, they can be difficult and time-consuming.
Cold calling can be a great way to build relationships with potential customers and open up opportunities for future sales.
b. Components of cold calls
- Opening: The opening is the most important part of the call as it will determine whether or not the customer wants to continue talking to you. You’ll need to have a strong opening that captures the customer’s attention and makes them want to hear more.
- Product pitch: Once you have the customer’s attention, you’ll need to make a pitch about your product or service. This is where you’ll need to be prepared with all the information about what you’re selling.
- Closing: The closing is when you try to seal the deal and get the customer to buy what you’re selling. This is where your persuasive skills will come in handy. You’ll need to be able to answer any objections the customer may have and close the sale.
- Note down the pain points: When making a cold call, it’s important to note the pain points that the customer is experiencing. This will help you tailor your pitch and offer a solution that the customer is looking for.
c. Tips to make successful cold calls
Here are some tips for making a cold call more successful.
- Engage the prospective customer on the phone: You can increase your chances of making a sale by keeping the customer on the phone. Asking them more questions or giving them more details about how your business may help them with a problem they have might help you keep the customer’s interest.
- Provide resources: You might provide the potential client with contacts for you or the business in case they have any further queries following the call.
- Be patient: Cold calling is by definition the practice of making unsolicited calls to potential clients. If the prospective customer becomes frustrated or confused, it might reflect badly on you, so try to be patient and friendly.
- Describe the value: To keep potential consumers on the phone and maximize the likelihood of making a sale, it is crucial to explain the value of the product or service you are offering.
- Call at the right time: Making a call when the recipient is most likely not working, sleeping, or eating will probably result in a more positive outcome. Before making a cold call to a consumer, you might want to consider their potential time zone and the time of day or night.
d. Types of cold calls
There are three types of cold calls that help you to engage with your prospects.
1. Prospecting calls
These are the initial calls to prospects to introduce your product or service. The goal is to create interest and make them aware of how your product or service can deliver a solution to their problems.
2. Appointment-setting calls
These calls aim to set up a meeting or call to discuss your product in more detail. This type of call is usually made after there’s been some interest shown by the customer.
3. Traditional sales calls
In a traditional sales call, the seller plans to enquire about the customer’s needs or offer a solution to close the deal.
e. Advantages of cold calls
Below are some of the advantages of cold calls.
- Helps you reach new prospects
- Allows you to sell your product or service
- Builds relationships with potential customers
- Creates awareness for your brand
- Opens up opportunities for future sales
f. Disadvantages of cold calls
Below are some of the disadvantages of cold calls.
- It can be time-consuming
- It may be difficult to connect with the right decision-maker
- There’s always the possibility of rejection
- You need a strong script
2. Warm calls
Warm calls are when the sales rep has some prior contact with the prospect before making the call. This happens when someone has referred them or they’ve interacted with your brand somehow.
Warm calls are generally more successful than cold calls as the customers already know you. When making a warm call, the goal is to build on your relationship with the prospect. You want to introduce them to your product or service and then get them interested in learning more.
Warm calls are best made to businesses or individuals who have already shown some interest in what you’re selling. Doing your research beforehand will help you identify these potential customers.
a. Importance of warm calling
Warm calling is crucial since it generates sales leads that are more knowledgeable and interested in your business.
It offers better-qualified leads, is more likely to make a purchase, and is more representative of the ideal client.
Warm leads also move through the sales cycle more quickly because their expressed interest usually indicates that they are actively looking for a product.
Additionally, their familiarity with the product allows for less time to be spent during the education phase of a sale and more time to be spent discussing the features and benefits of the product.
b. Components of warm calls
- Research: Before making a warm call, you should research the customer to tailor the conversation to their needs.
- Personalization: During the call, make sure to personalize the conversation by using the customer’s name and referring to their specific needs.
- Establishing rapport: The sales rep and the prospect should have a good rapport so that the conversation flows smoothly.
- Qualifying the prospect: The sales rep should ask questions to qualify the prospect and determine if they are a good fit for the product or service.
c. Tips to make successful warm calls
Consider these tips when preparing for a warm call:
- Work on your active listening skills: Active listening is a crucial component of any sales pitch since it enables you to respond to a potential customer’s queries or reservations about the product you’re presenting. Additionally, active listening demonstrates to potential customers your interest in what they have to say, which promotes the development of client connections and trust.
- Keep the customer’s interest: When it comes to cold calling, you may need to persuade the customer that you have something valuable to offer, so a strong opening is vital after introducing yourself and your company, stating how your product can effectively solve one of their problems.
- Ask open-ended questions: Consider asking open-ended questions, such as those that start with “how,” “why,” or “what,” rather than inquiries that are more likely to elicit a “yes” or “no” response from the potential client. Open-ended inquiries allow you the chance to get to know the potential client better, provide them with more details, and make the conversation go longer.
- Combine your marketing efforts: If your business provides additional goods or services, you can also combine your marketing efforts when making cold calls to potential clients. You may promote your company’s social media page to existing or potential consumers of comparable goods or services as a way to remind them, inform them, or urge them to buy.
d. Types of warm calls
There are three types of warm calls that help to improve the success rate of your sales calls.
1. Discovery calls
A discovery call is made to learn more about the customer’s needs. The goal is to understand their pain points and see how your product or service can help them.
2. Follow-up calls
A follow-up call is made after you’ve already spoken to the customer or sent them information about your product. The goal is to see if they’re still interested and answer any questions they may have.
3. Service calls
A service call is made to provide customer support or follow-up after a purchase has been made. The goal is to ensure the customer is satisfied and help them with any problems they may have.
e. Advantages of warm calls
Below are the advantages of warm calls.
- You already have a relationship with the customer
- The customer is more likely to be interested in your product
- Warm calls may be more tailored to your prospect’s needs.
- It’s easier to connect with the right decision-maker
- There’s less risk of rejection
f. Disadvantages of warm calls
Below are the disadvantages of warm calls.
- It can still be difficult to connect with the right decision-maker
- The customer may not be interested in your product
- You need to know what you’re talking about
- It can be time-consuming.
What is the difference between cold calls and warm calls?
The main difference between cold and warm calls is that cold calls are made to customers without prior contact with the sales rep, while warm calls are made to customers with some prior contact.
Cold calls are more difficult as the customer doesn’t know who you are, whereas warm calls are easier as the customer already has some relationship with you.
Cold calls also have a higher risk of rejection, while warm calls have a lower risk. Finally, cold calls require a strong script, while warm calls may not require one.
When you should use a sales call?
The type of sales call you to use will depend on your customer and your product.
If you’re selling a complex product, you’ll likely need to use a traditional sales call so that you can explain the features and benefits in detail. A cold call may be enough if you’re selling a simple product.
If you’re selling to businesses, a Discovery call may be the best option so that you can learn about their needs. If you’re selling to individuals, a Follow-up call may be the best option so that you can answer any questions they have.
Service calls are best used after a purchase has been made to provide support and ensure customer satisfaction.
No matter what types of sales calls you use, it’s important to research beforehand to know who you’re talking to and what they’re interested in.
Sales calls can be a great way to introduce your product or service, but they require a thick skin and a strong script. If done correctly, they can help you close more deals and grow. Sales tools help salespeople to boost sales and revenue in an effective way.
A cold call might be best for you if you want to generate leads quickly or reach out to new prospects. A warmer call is probably the better choice if you want to build relationships with current or potential customers.
The types of sales calls you use will depend on your customer and your product. It’s important to research beforehand to know who you’re talking to and what they’re interested in.