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By: Alice Heiman
Categories: Closing the deal, Sales, Sales Call, Sales Call Planning, 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
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Alice Heiman

Founder and CSO at Alice Heiman, LLC
Alice Heiman has been helping companies increase sales for more than 20 years. Her innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.
Alice Heiman
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One thought on “Confidence Closes More Deals”

  1. That was a valuable session. Hearing other people’s calls dissected is an emotionally neutral way to hear constructive criticism. Thanks for that material.

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