Confidence Closes More Deals

Sep 26, 2018 | Closing, Sales, Sales Coaching

There is no doubt that confident salespeople close more deals. I had this conversation this week with one of the great sales teams I have the pleasure of working with. In fact, I often have this conversation and I had the pleasure of discussing this with a savvy group of sales leaders on #CallCamp.

Jane Gentry, Shawn Karol Sandy, Lauren Bailey, Regina Manfredi, Carole Mahoney and I listened to sales calls and provided tips to improve those calls to close more deals. For me, the most important idea that came from this engaging conversation is that callers must have confidence.

In case you didn’t get to hear the webinar, below are a few tips and you can listen to the whole thing here.

A Few Tips for Making Sales Calls

  1. Confidence: You will get better results if you have confidence on each call.
  2. Preparation is Key: Research, plan, practice.
  3. Practice: If you practice you will have more confidence. Practice with a teammate or practice by recording your calls and listening to hear where you can improve.
  4. Reason for Calling: When the call starts, establish your reason for calling immediately. State what’s in it for them.
  5. Listen: Get the prospect talking by asking an open-ended question. Then listen and respond with insight to the prospect’s answer.
  6. Control the Conversation: Control the conversation by asking questions, listening and responding appropriately. Not by pitching or doing all the talking. Let the prospect talk at least 60% of the time and 70% would be better.
  7. Find a Mentor: Find someone who is willing to coach you and help you grow. Ask for what you need.

Many thanks to Steve Richards and Sam Niro for organizing this edition of #CallCamp and to the sales experts that I had the pleasure of working with.

If you’d like to hear the webinar please click here and enjoy! Let me know what other tips you got from listening by commenting below.

Alice Heiman

Alice Heiman

Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion.  Her clients love her spirit and the way she energizes their sales organization.


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