How to Prepare for a Sales Call: 15 Steps Guide

Sales calls are a crucial component of sales activities in 2024. Preparing for sales calls plays a significant role in the overall success of sales efforts, as it directly impacts the effectiveness of each interaction with potential customers.

Sales call statistics highlight the importance of preparation:

• It takes an average of 18 calls to actually connect with a buyer, emphasizing the importance of persistence in sales call preparation.
• Sales reps spend an average of 15% of their time leaving voicemails, emphasizing the need for concise and compelling messages.
• 44% of salespeople give up after one follow-up, underlining the importance of persistence and well-planned follow-up strategies.
• 80% of sales require an average of 5 follow-up calls, showcasing the significance of consistent and targeted communication.

This comprehensive 15-step guide will provide you with the strategies and tools needed to effectively prepare for any sales call, ensuring that you maximize your chances of success. By the end of this guide, you'll be equipped to tackle even the most challenging sales calls with confidence. Are you ready to take your sales call preparation skills to the next level and boost your conversion rates by up to 70%?

What is sales call?

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. These calls, typically conducted either in-person or via video, involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. The primary types of sales calls include cold calls, warm calls, sales appointment calls, and follow-up calls. Let's take a look at an example to illustrate how a sales call works.

Imagine a sales representative named Sarah, who works for a software company. She schedules a sales call with a prospect, John, who has expressed interest in their product. During the call, Sarah begins by setting the agenda and asking John about his current challenges. She then presents her company's software solution, highlighting how it can address John's specific needs. John raises a few objections, which Sarah addresses confidently. By the end of the call, John agrees to move forward with a trial of the software. Sarah follows up with an email outlining the next steps and schedules a future check-in call to ensure John's satisfaction with the product.

Why should you prepare for sales calls?

Sales professionals should prepare for each sales call because being prepared can make a significant difference in the outcome of the conversation. By conducting thorough research, anticipating objections, and tailoring the pitch to the prospect's needs, sales representatives can increase their chances of success.

In the next section, we'll explore the differences between cold sales calls and warm sales calls, and how preparation strategies may vary for each type.

Cold sales calling or warm sales calls?

The main difference between cold sales calls and warm sales calls is the level of familiarity the prospect has with your company. Cold calls are made to individuals who have not previously expressed interest in your product or service, while warm calls are made to those who have already engaged with your brand in some way.

For example, a cold call might involve reaching out to a potential customer who has never heard of your company before. In contrast, a warm call could be made to someone who has visited your website, filled out a contact form, or interacted with your social media posts.

Regardless of whether you're making a cold or warm call, preparation is key. By researching your prospect, tailoring your pitch, and anticipating objections, you can increase your chances of success. However, the specific preparation strategies may differ slightly between cold and warm calls, as you'll have more information to work with when contacting a warm lead.

In the next section, we'll dive into a comprehensive, step-by-step guide with strategies you can use to prepare for any sales call, ensuring you're ready to make a strong impression and close more deals.

How to prepare for a sales call?

When it comes to sales calls, there are factors you can control and external factors you cannot anticipate. For example:

• The prospect's mood or receptiveness to your pitch
• Unexpected interruptions or technical difficulties during the call
• Last-minute changes to the prospect's priorities or budget

If you're lucky enough to avoid these unforeseen external factors, everything else is under your control. By following this comprehensive, 15-step guide, you can prepare for any sales call and increase your chances of success.

1. Do your research days or weeks before the call

Conducting thorough research on your prospect before the call is crucial. It allows you to tailor your approach and demonstrate your understanding of their unique needs and challenges.

Researching your prospect in advance also helps you anticipate potential objections and prepare compelling responses, increasing your chances of moving the sale forward.

Here are some strategies you can use to research your prospect effectively:

• Review their company website and social media profiles to understand their business, industry, and target audience
• Use LinkedIn to learn about your prospect's professional background, interests, and mutual connections
• Analyze their competitors to identify potential pain points and opportunities for differentiation

Failing to research your prospect beforehand may lead to a generic, uninformed pitch that fails to resonate with their specific needs and challenges.

2. Master your product knowledge

To effectively sell your product or service, you must have a deep understanding of its features, benefits, and unique value proposition. This knowledge allows you to confidently address prospect questions and objections.

Mastering your product knowledge also enables you to showcase how your offering solves your prospect's specific pain points, demonstrating your expertise and increasing trust in your solution.

Consider these strategies to master your product knowledge:

• Attend product training sessions and regularly review product updates and release notes
• Engage with your product team to understand the product roadmap and upcoming features
• Use your product regularly to gain first-hand experience and identify potential use cases

Without a strong grasp of your product, you risk providing inaccurate information or failing to effectively communicate its value, potentially damaging your credibility and losing the sale.

3. Structure the sales call

Creating a clear structure for your sales call helps you stay focused, cover key points, and guide the conversation towards your desired outcome. A well-structured call demonstrates your professionalism and respect for the prospect's time.

Structuring your call also allows you to allocate sufficient time for each essential component, such as building rapport, uncovering needs, presenting your solution, and addressing objections.

Try these strategies to effectively structure your sales call:

• Create an agenda outlining the key topics and time allotted for each section
• Begin with a strong opening that captures your prospect's attention and sets a positive tone
• Use transitions to smoothly move between sections and maintain a logical flow

Without a clear structure, your sales call may become disorganized, causing you to overlook important points or lose the prospect's engagement.

4. Define your goals and set sales call expectations before the actual call

Setting clear goals and expectations for your sales call helps you stay focused and measure your success. It also ensures that you and your prospect are aligned on the purpose and desired outcomes of the conversation.

Defining your goals and expectations in advance allows you to tailor your approach and prioritize the most critical points to address during the call.

Consider these strategies to effectively define your goals and set expectations:

• Identify the primary objective of the call, such as scheduling a demo or securing a commitment to the next steps
• Communicate the agenda and expected duration of the call to your prospect beforehand
• Clarify any information or resources you need from the prospect to make the call productive

Without clear goals and expectations, your sales call may lack direction, leading to a less productive conversation and a lower likelihood of advancing the sale.

5. Customize your presentation for each prospect

Tailoring your presentation to each prospect's unique needs, challenges, and preferences demonstrates your understanding of their situation and your commitment to providing a personalized solution. A customized presentation is more engaging and persuasive than a generic pitch.

Customizing your presentation also allows you to highlight the most relevant features and benefits of your product or service, increasing the likelihood that your prospect will see value in your offering.

Try these strategies to effectively customize your presentation:

• Use insights from your research to address your prospect's specific pain points and goals
• Incorporate case studies or examples that closely match your prospect's industry or use case
• Adapt your language and communication style to align with your prospect's preferences

Failing to customize your presentation may result in a disconnect between your offering and the prospect's needs, reducing the impact of your message and the chances of a successful outcome.

6. Prepare engaging questions and practice with a script

Asking thoughtful, open-ended questions during your sales call helps you uncover valuable information about your prospect's needs, challenges, and decision-making process. Engaging questions also encourage active participation and build rapport.

Preparing and practicing your questions in advance ensures that you ask them in a clear, concise manner and helps you anticipate potential responses.

Consider these strategies to prepare engaging questions and practice with a script:

• Develop questions that focus on your prospect's goals, challenges, and desired outcomes
• Use a mix of open-ended and closed-ended questions to gather both qualitative and quantitative information
• Practice your questions with a colleague or manager to refine your delivery and identify areas for improvement

Without preparing engaging questions and practicing your script, you may miss opportunities to gather crucial information or struggle to keep the conversation flowing naturally.

7. Prepare for potential objections and hesitations

Anticipating and preparing for common objections and hesitations allows you to respond confidently and effectively when they arise during the sales call. By addressing concerns proactively, you demonstrate your expertise and commitment to finding the best solution for your prospect.

Preparing for objections also helps you maintain control of the conversation and keeps the focus on the value of your offering.

Try these strategies to prepare for potential objections and hesitations:

• Identify the most common objections in your industry or target market
• Develop concise, compelling responses that acknowledge the concern and provide a solution
• Practice handling objections with a colleague or manager to refine your approach

Failing to prepare for objections may leave you caught off guard during the call, causing you to lose credibility or momentum in the sales process.

8. Curate a story - use product storytelling and get your opening right

Incorporating storytelling into your sales call helps you connect with your prospect on an emotional level and make your message more memorable. A well-crafted story can illustrate the value of your product or service in a relatable, engaging way.

Starting your call with a strong, relevant story sets a positive tone and captures your prospect's attention from the outset.

Consider these strategies to curate a compelling story and nail your opening:

• Choose a story that highlights a customer success or demonstrates how your product solves a common challenge
• Use vivid details and sensory language to make the story more engaging and memorable
• Practice your opening story to ensure a smooth, confident delivery

Without a compelling story and strong opening, your sales call may lack the emotional impact and engagement needed to capture and maintain your prospect's interest.

9. Prep a demo and talk about product value, not features

Preparing a tailored product demo allows you to showcase the specific features and benefits that are most relevant to your prospect's needs and goals. By focusing on value rather than just listing features, you help your prospect understand how your product can solve their challenges and improve their business.

A well-prepared demo also demonstrates your product expertise and commitment to providing a personalized solution.

Try these strategies to prep an effective demo and focus on product value:

• Identify the key features and benefits that align with your prospect's needs and priorities
• Create a concise, engaging demo script that highlights real-world applications and success stories
• Practice your demo to ensure smooth transitions and minimize technical issues

Failing to prepare a tailored demo or focusing too heavily on features may result in a disconnect between your product and the prospect's needs, reducing the impact of your presentation.

10. Reiterate pain points and make sure nothing has changed since the last communication

Reiterating your prospect's pain points during the sales call demonstrates your understanding of their challenges and reinforces the relevance of your solution. It also helps you ensure that their needs and priorities have not changed since your last interaction.

By confirming that you are still aligned with your prospect's goals, you can adapt your approach if necessary and maintain the momentum of the sales process.

Consider these strategies to effectively reiterate pain points and ensure alignment:

• Summarize the key challenges and goals discussed in previous conversations
• Ask open-ended questions to uncover any changes or new priorities
• Adapt your pitch or demo as needed to address any shifts in the prospect's situation

Failing to reiterate pain points or confirm alignment may lead to a misalignment between your solution and the prospect's current needs, potentially derailing the sales process.

11. Speak carefully about competitors and reference your unique differentiator

When discussing competitors during your sales call, it's essential to focus on your unique differentiators rather than speaking negatively about other companies. By highlighting your product's distinct advantages, you demonstrate your confidence in your solution and help your prospect understand why it is the best fit for their needs.

Speaking carefully about competitors also helps you maintain a professional, positive tone throughout the conversation.

Try these strategies to effectively discuss competitors and showcase your differentiators:

• Acknowledge the presence of competitors in the market without disparaging them
• Focus on the specific features, benefits, or customer successes that set your product apart
• Use data or case studies to support your claims and provide tangible evidence of your value

Failing to speak carefully about competitors or clearly articulate your differentiators may lead to a negative perception of your brand or a lack of clarity around your product's unique value.

12. Nail your closing, finish with specifics

Ending your sales call with a strong, specific closing helps you secure clear next steps and maintain the momentum of the sales process. By summarizing key points and agreeing on concrete actions, you demonstrate your commitment to helping your prospect achieve their goals.

A well-executed closing also helps you gauge your prospect's level of interest and identify any remaining concerns or obstacles.

Consider these strategies to nail your closing and finish with specifics:

• Summarize the key points discussed and reiterate the value of your solution
• Ask for specific next steps, such as scheduling a follow-up meeting or sending a proposal
• Confirm your prospect's commitment to the agreed-upon actions and timeline

Without a strong, specific closing, you may leave the call without a clear understanding of your prospect's intentions or next steps, potentially slowing or stalling the sales process.

13. Visualize success

Visualizing a successful outcome before your sales call helps you approach the conversation with confidence and a positive mindset. By mentally rehearsing your key points and anticipating a favorable response from your prospect, you prime yourself for success.

Visualization also helps you stay focused and resilient in the face of potential challenges or objections during the call.

Try these strategies to effectively visualize success:

• Picture yourself delivering your pitch or demo with clarity and enthusiasm
• Imagine your prospect responding positively and engaging in productive dialogue
• Mentally rehearse handling common objections or concerns with poise and confidence

Failing to visualize success may lead to a lack of confidence or preparedness during the call, potentially impacting your performance and the outcome of the conversation.

14. Learn and adapt: record and review your call

Recording and reviewing your sales calls allows you to identify areas for improvement and adapt your approach based on what works well and what doesn't. By analyzing your performance and your prospect's responses, you can refine your technique and continuously enhance your sales skills.

Regularly reviewing your calls also helps you stay attuned to changing customer needs and preferences, enabling you to adjust your strategy accordingly.

Consider these strategies to effectively learn and adapt from your sales calls:

• Use call recording software to capture your conversations for later review
• Analyze your performance, noting strengths, weaknesses, and opportunities for improvement
• Seek feedback from colleagues or mentors to gain additional insights and perspectives

Without recording and reviewing your calls, you may miss valuable opportunities to learn from your experiences and optimize your sales approach over time.

15. Use the right tools

Leveraging the right tools and technology can significantly enhance your sales call preparation and execution. From customer relationship management (CRM) software to video conferencing platforms, these tools help you streamline your workflow, gather valuable insights, and deliver a more professional, engaging experience for your prospects.

Using the right tools also enables you to automate certain tasks, freeing up more time to focus on high-value activities like relationship-building and problem-solving.

Try these strategies to effectively use tools in your sales call process:

• Utilize a CRM like Salesforce to manage prospect data, track interactions, and collaborate with your team
• Employ video conferencing software with screen-sharing capabilities for engaging remote demos
• Leverage sales intelligence platforms to gather insights and tailor your approach to each prospect

Failing to use the right tools may lead to inefficiencies, missed opportunities, or a less polished, professional impression during your sales calls.

By following this comprehensive, 15-step guide to preparing for your sales calls, you'll be well-equipped to engage your prospects, demonstrate value, and drive successful outcomes. Remember, preparation is key to building trust, credibility, and ultimately, long-lasting customer relationships.

Crush sales calls starting today

Preparing for a sales call is a critical step in the sales process that can significantly impact your success rate. By taking action and implementing the strategies outlined in this guide, you can start improving your sales call performance today.

In this guide, you learned about the importance of sales calls, the difference between cold and warm calls, and a comprehensive 15-step process for preparing for any sales call:

• Research your prospect, master your product, and structure the call for maximum impact
• Set goals, customize your presentation, and prepare engaging questions and responses to objections
• Use storytelling, focus on value, reiterate pain points, and highlight your unique differentiators
• Close strong, visualize success, learn from your calls, and leverage the right tools for success

Remember, sales calls are the lifeblood of your business, so don't let poor preparation be your Achilles' heel!