Some of the best salespeople combine what works for them from several different methodologies – effectively putting together their own sales call framework. These frameworks are not scripts, but instead, they are guides on how to successfully navigate a sales call and achieve the desired next steps. Frameworks provide consistency, help with best practices, and help avoid errors or missing segments of the call. In this blog, we talk about how to make a framework so you have one ready to go for every sales call.
What is a Sales Call Framework and Why Does it Matter?
A sales call framework is a sequential set of rules to follow when making a sales call. Most frameworks consist of 6 easy steps: a greeting, understanding need, having a value proposition, taking small steps, following up, and having a fallback. If followed properly you could expect an increase in your sales conversion percentage.
Step 1: Greetings
Follow the 3 P’s
- Be Polite
- Be Professional
- Get to the Point
It’s harder to make a first impression over the phone. Since the person on the other end has so little information to base their decisions upon, they tend to err on the side of caution. Don’t give them a reason to dislike you or hang up.
Step 2: Understanding Need
Showing that you understand their wants and needs helps you acquire credibility. If you’re unable to establish credibility, you’re far less likely to be successful. No one wants to do business with people they don’t trust.
Step 3: Knowing your Value Proposition
Your value proposition is the unique offering you bring to the table. It can be a product or service that you have a monopoly on or patent control over. If you don’t know what yours is, you want to always try to acquire competitive advantages. Dangling that kind of benefit in front of your lead can be quite appealing.
Step 4: Take Small Steps
Asking a lead to sign the dotted line the first time you meet them is probably too big of an ask. Instead, ease them into things. Your next step should be a request for a face-to-face meeting, a zoom meeting, or a demo.
Step 5: Follow-up
Always follow up! If you said you were going to call, send an email, or meet the lead at a specific time or place, do it. Not following up is a huge red flag that you or your company can’t be trusted or counted on.
Step 6: Fallback
If the sales call isn’t going well, do your best to end the conversation on a positive note. The following list has a couple of good examples of how to do this.
- Give them time. Ask “Can we touch base in 2-3 days so you have time to consider your options?”
- Offer something. Say “Can we invite you to a free webinar or seminar?”
- Give them Information. Suggest signing them up for your company mailing list, newsletter, or knowledge base.
Contact ebs/Growth Today!
Our business growth sales enablement program combines sales strategy, consulting, coaching, training, and proven methodology that focuses on the right team structure to improve efficiency. So, if you need help formulating a sales call framework give us a call! We can write one for you to help turn your leads into customers.