Marketing hour, sales calls, prospecting and cold calls.

Even if you’re highly experienced in your industry, it can sometimes be daunting to make a sales call. Nevertheless, if you’re in a sales based role, it is almost inevitable that you will making business development calls.

So why does it ‘put the frighteners’ on some people? Some of this is related to rejection, people dislike being told ‘No’ and take it personally.

I remember my first business prospecting call 6 years ago, like it was yesterday. I had to knock on a door, ask a stranger how their house sale was progressing and whether the company I was working for, could help. I was literally shaking like a leaf, petrified that the person would basically ‘eat me alive’. Although now I look back and I realise that I could have presented myself a lot better, in no small measure, by not looking like an 18 year old with no idea. But I did it and I felt great! Now, (phone) sales calls are second nature.

For those who are reading this and are worried about their next call, don’t panic, it isn’t as scary as you might think. Here are some quick tips to help you ace your next sales call.

There’s been a lot of speculation about whether you should or shouldn’t have a script. The answer is both yes and no. You don’t want to appear robotic, so don’t read your script word for word. Just have it as a guide, so you can keep on track. Using your own words to convey your message, is considerably more effective.

If you don’t believe in what you are selling then don’t sell it. Simple as that. If you don’t believe in your product and service, why would anyone else? Prospective clients will be able to tell and you will never close the sale.

It is a rare occasion that someone will actually be nasty to you. If they are, then don’t take it personally. Just be polite, laugh it off and move straight to your next prospecting call. Don’t dwell. Standing up to make a call is also a massive confidence booster. Try your next call standing up. Remember, people buy from people.

People will most likely make an excuse on why they don’t want your business. Make sure you have had some training on overcoming objections. Practise makes perfect.

You have to listen to how your prospective client has responded. If they have asked you to call in a week, call in a week, not 2 days’ time. Don’t be that annoying caller.

A majority of sales people give up on making the second call. 80% of sales requires five follow up calls. Don’t give up!

Remember, businesses have started and grown because someone at sometime has called someone about something!