Three tips for handling a sales call

Learn three simple strategies you can use to improve the effectiveness and closing ratio of your sales calls.

Grant Cardone is a sales expert and best-selling author, and is a paid contributor for Wells Fargo. 

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Published: August 21, 2013
Updated: January 13, 2017

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GRANT CARDONE:

Sales calls are an absolute necessary part of doing business – regardless of the type of business, the product, or the service that you run or sell. Even if you're not a born salespeople – by the way, I don't know any that are – there's a few simple tips that you can use that I have found to be extremely successful, both for myself, and companies I work with.

I don't need to tell you how important positive attitude is. Look, it communicates over the phone. How you answer the call, how you respond to each question, how you respond to an objection is vital. It's got to be this can-do-, no-problem-, happy-to-, my-pleasure-kind of attitude.

In fact, you might want to incorporate some of those things I just shared with you: "Thank you for calling. It's my pleasure to get you a price. I'd be happy to get you more information. It's no problem at all. That's why I picked up the phone." Those are all great things that you'd want to incorporate that suggest you have a better attitude than anybody else they'll talk to today.

The second thing is never avoid or evade price. This is critical and vital. And in fact, flip the model where you initiate price, where you actually bring price up before your customer does. So rather than waiting and being on your heels, playing defense, trying to avoid it, I would suggest that you initiate it: "Hey, thank you so much for calling. I'm happy to be of service to you today. Before I get into the actual service or product and what it does, I'd like to tell you the price up front so you can think with it."

Now I know this might sound bizarre to you, when I first tell you this. When you're like, "Oh, I'm going to bring price up before they ask?" But it puts you in a position to be on offense. It gives you an opportunity now to sell your product based on how much it is, so that you don't spend ten minutes in your phone call, then get to price. Rather, bring price upfront and tell them, "Think with the price. I want you to understand what we sell our product for, how much we charge for it, and then I'm going to show you what it does, and you make sense of it." You're going to find this increases your closing ratio on sales calls.

And the third tip that I want to share with you is: Always offer pricing on multiple products. Now this is combined with that second tip where I initiate price. I want to take and price my product up front, sell it, build value, build value on my presentation, and then before I close, before I ask for the order on the phone I will say, "Hey, let me suggest a couple of other products that you might want to consider." One of those products will be more expensive. And in every case, one product will be less expensive.

Okay. Why am I doing this? Because, basically the buyer called about a product. Here's the product. I want to put a product on top of that and below that so that they can make a rational, logical, analytical decision on what a good value is.

Look, put these three tips together: great attitude, never avoid price and, in fact, initiate price, bring it up first, and the third thing is offer multiple products. Good luck with these three tips. I promise you, they'll help you. They'll help your people. They'll help your call center. They'll help expert sales people and beginners.

Learn more about perfecting the art of making a sale.

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