Most salespeople waste time in time between dials. You can time your sales calls by minimizing the time you talk to your prospect. Here are some tips to make your call more productive: Reduce your talk-to-listen ratio, Keep a cheerful and inviting tone of voice, and Schedule your calls between seven and ten a.m.
According to that information, between 9 and 4 p.m., with 10 a.m., is the ideal time to cold call a prospect. (15.53%) and 2 p.m. delivering the fastest responses (15.01%)
This is very logical. Even if they work after those hours, people are typically more receptive to calls during those times. Remember that these statistics are generalized, and the particular sector of the market you’re trying to break into can significantly impact when prospects are more receptive to conversation.
Scheduling Calls Between 7:00 a.m. And 10:00 a.m.
You should first be aware that people are more likely to accept sales calls during these times. It’s best to schedule calls at these times to get their attention. In addition, people are more open to interruptions during these times. After all, they finish the tasks they started earlier in the day. This makes it an effective cold-calling strategy. Choosing the best time to call prospects is very important as a strategy.
Most professionals begin their workday around this time. However, many people work remotely, and their schedules can be unpredictable. If you want to reach a prospect before 10 a.m., schedule your call between 7:00 a.m. and 10:00 a.m. You’ll have more time for organization and to take care of any immediate requests.
Reducing Talk-to-Listen Ratio
Increasing your talk-to-listen ratio on sales calls can improve your win rate. Research shows that salespeople who take the time to listen to their prospects can enhance their chances of closing deals by up to 33%. Most salespeople spend 65-75% of their call talking and only 33% listening. To ensure that you have a good rapport with your prospects, you should aim for a ratio of 43:57.
Generally speaking, salespeople tend to ask too many questions, which can annoy customers. Instead of asking questions, try using unconventional techniques to get your customer talking. One of these is emotional labeling, a method developed by Chris Voss based on empathy. This technique helps you learn to empathize with your customers.
Keeping a Cheerful, Inviting Tone in Your Voice
When making sales calls, keeping a cheerful, inviting tone will help you build rapport with potential buyers. People like to talk with people who are pleasant and friendly. You should start your calls with a welcoming tone to set the tone for the rest of the ring.
The conversation will be impacted by your voice tone, which can make or break the relationship between you and your customer. According to one study, 65% of customers prefer to receive customer service in a friendly, casual tone. This result was consistent across genders and ages.
Selling Outcomes, Not Just Solutions
To succeed at selling, you should focus on selling results, not solutions. Selling results means knowing your customer’s desired effect and offering a product or service to help them achieve that outcome. This approach is more prescriptive and contributes to success in selling recurring revenue offers.
You can sell outcomes instead of solutions by creating a self-serve knowledge base. In this way, you can target key challenges and frequently asked questions. In transactional selling, your goal is to provide the customer with information about your product or service. By contrast, solution selling moves away from providing information to a specific explanation and focuses on selling the outcomes of a particular problem.