Even the most introverted salesperson dreads making sales calls at one point in their career. Whether you’re an experienced salesperson hoping to improve your cold calling approach or a new hire nervous for your first day on the job, these tips will help you make successful sales calls without sacrificing your peace of mind. Keep reading for five tips on how to improve your sales etiquette and routine.

1. Believe In Yourself

Cliche, right? Maybe even a little cheesy? But believing in yourself and your value as a salesperson is extremely important to making a successful sales call. Some of the self-doubt you may be experiencing could stem from the fact that most people have had an unpleasant experience with a salesperson at some point in their lives. It can be hard to accept that you’re a salesman and that the person on the other end of the phone knows it too.

But you have to learn to see yourself as the one salesperson who has something the client really needs. Know that you’re the one who has to sell it to them without being overly-pushy or overbearing. Having confidence in your company and in what you do, not just how you do it, will make you less likely to dread sales calls in the future. If the other person doesn’t see the value in what you’re selling, that’s their problem, not yours or the products or solutions you’re selling. 

2. Set Incremental Goals

If making calls is the part of your job you tend to procrastinate about, setting goals is a good way to break that habit. But don’t jump in the deep end with three calls per hour. Increase incrementally from wherever you are currently. Once you’ve gotten more comfortable with your new volume of sales calls, try bumping it up again. You’ll have to really challenge yourself if you want to increase your skill and confidence, so try to pick goals that will push you out of your comfort zone without sacrificing sales etiquette. You don’t want it to seem like you’re rushing your sales calls. Rather, customers should feel like you’re making them a priority and doing whatever you can to help solve their problem. 

3. Have a Go-to Message

Reaching the voicemail machine might make you feel disappointed because you weren’t able to reach the customer, or it might make you feel relieved. Either way, the message you leave could end up being as impactful as having a conversation when the client does pick up. Try having some prepared points to leave as a message, rather than just leaving your name and number. Sound confident and keep your message short and to the point.

Also, use leaving a message as an opportunity to make a fast pitch and make it clear that you want the client to call you back. An impactful message combined with a call to action can sometimes be a great lead to a successful sales call. A pro tip for those who get nervous about leaving messages: if the voicemail machine gives you the option to replay the message, do it. You might sound a lot different than you anticipated, and you can give the message another try if need be if you’re not satisfied with the first message you left. 

4. Give the Client the Power

Did you know that one of the fastest ways a salesperson can totally turn off a client is by being pushy and behaving as though they’re the one in power? A skilled salesman, on the other hand, knows how to empower their client. It should be clear that every choice they make is their own choice, and they weren’t coerced into it. Even if a lot of sales tactics were used to complete the sale, the customer should be as unaware of this as possible and feel that they were 100% in control of the situation. Giving them space and freedom to have their questions answered on their terms and come to decisions on their own is the best way forward to making successful sales.

5. Stay In Contact

It’s crucial that you follow up and stay in contact with your clients. One of the fastest ways to let a sale get cold is to neglect the follow-up call or email. No matter how clear the client was that they’d contact you again, if a certain amount of time passes without a word, you should take the initiative to reach out. 

Conclusion 

All-in-all, once you’ve gained more experience using these tips as a guideline, reaching out to clients will become a natural experience. It will get easier and less stressful as time goes on. Sales calls can be terrifying when you don’t know exactly what to expect, but they don’t always have to be an unpleasant experience. Practice makes perfect.