Sharell Weeams, Stephanie Burns, Chic Ceo, The Wyld Agency, Cold Calling, Close Rate

Sharell Weeams, Stephanie Burns

3 Ways To Increase Your Sales Call Close Rate To 60%

8/2/2020 1:00:00 PM

A lot of entrepreneurs average a 1% close rate on their sales calls, but Sharell Weeams knows the roadmap for increasing your close rate to 60%. Here's her three tips.

2. Ask the Right Questions Before the CallIf you are using effective lead generation strategies, it’s likely that you have leads coming to you on a consistent basis. “To protect your time and energy, get curious and ask potential clients questions before hopping on a call. If you are booking calls from a webinar, have the prospect complete a questionnaire beforehand. If you are having conversations on social media, ask questions via direct message,” suggests Weeams.

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To determine if a lead is qualified to schedule a sales call, ask questions to discover:The challenges they are experiencing and if they have a need for your services.Their timeline to solve the problem.The type of solution they are looking for to help them move forward.

If they have the sole authority to make investment decisions.If they have a budget allocated to invest in solving the problem.“Asking these questions on the front end will eliminate frustration from time wasted on calls with unqualified leads,” says Weeams. 

3. Be TransparentMany entrepreneurs inadvertently mislead prospects by appearing as if they just want to give away a free strategy session, when they really want to sell a service on the call. To increase your close rate, make sure your call-to-action alludes to an offer.

“You may have been taught to extend an offer that reads like, ‘I’d like to offer you a free call where we’ll uncover your challenges, map out your vision and discuss how you can bridge the gap between the two. I do this out of the kindness of my heart because I know what it’s like to struggle with those challenges and I want to help you avoid common pitfalls.

’While this sounds like a nice gesture, prospects may think you are being manipulative because you never mentioned a service you had to offer. All they know is they raised their hand for help. This leads prospects to think they get to ‘pick your brain’ for free, and are often offended when you try to sell them your service.

“Best practice would be to let prospects know that it is a sales call from the start. A suitable call-to-action may read like, ‘I’d like to offer you a free call where I can learn more about you, your roadblocks and what you’re looking to achieve. If I can help you bridge the gap between where you are and what you want to achieve, we will discuss how we can work together.’ By setting up the offer this way, the prospect is clear on the intention of the call. This allows the prospect to start preparing to make a buying decision, making it easier for you to close the sale,” suggests Weeams.

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