For salespersons, one of the most fundamental techniques to connect with customers is through cold sales calls. Sales calls are a potent way of introducing a company’s brand with a lead, establish an initial rapport, turn that lead into a prospect through follow-up calls, close a deal and build a relationship with that customer.
Today, with the induction of CRM and the proliferation of social media, procuring leads and establishing new customer relationships has become easier than before. However, that doesn’t mean that you will give sales calls a miss. Sometimes sales calls can be the fastest way to build a sales pipeline. And when you know how to master the art of a sales call and build your strategy accordingly depending on the inputs received from the call, it will be the most rewarding and fulfilling experience ever.
One of the most predominant things that go a long way in closing a deal successfully and stitching a good relationship with prospects, is taking down crucial notes after a sales call has been done.
When you are handling a ton of calls in a day, it’s plausible that you will miss out on a lot of crucial things about the lead after a sales call with the passing of the minute. It is therefore imperative that you take some quick notes post sales calls to stay on top of the game, close more deals, maintain customer relationships and generate maximum revenue.
Notes will help you remember tiny bits of information that can get erased from your mind, viz, your contact’s birthday. Nevertheless, it doesn’t mean that salespersons should spend too much time in note-taking. Note-taking must be smart & efficient. Here are top 5 crucial notes salespersons must take after a sales call to get an upper hand in the sales game.
- Personal information about your lead: Before making a sales call, you must remember that your sole objective is to extract maximum information from the lead and that you have to build a relationship with your contact. Take down every bit of information about the person like his hobbies, relationships and also his personal anecdotes. Don’t feel guilty about asking for personal information. It will give a signal to the lead that you are genuinely interested in him. It will also keep you invested in your prospect, understand his pain points & needs better and map out a better strategy to apply on the contact.
- Follow-up tasks from your call: After a long sales call, it’s natural that you will get overwhelmed with all the information bobbing in your head. Calm down and ask yourself on the next course of action. What are the important things you should take on after the call? Do you need to follow up in the afternoon? Did your lead ask for a detailed pricing plan or an online presentation? Take note of these actionable tasks to keep a tab on the things that need to be done. Also, this will help you pick up on the last recorded information when you make the next call.
- Time and date of call: This information is very crucial. Writing down the time and date of calls will help you distinguish one call from the rest. This will give you an idea of how close you are to sealing a deal when you should follow up and help you remind the prospect of your last conversation.
- Key Sales Information: During the course of a conversation with a lead, you can expect buying clues from the lead. By clues we mean customer information, his needs and pain-points and his level of interest to buy the product. You can throw questions to the lead directly about his interest in your product. You can also personalize your offerings according to the expectations of the lead and take down the reaction of the lead. The collected information will help you understand how you will warm up to a lead in the future.
- Value proposition of your product: When you have talked at length about your product with your prospect, how did it resonate with him? What questions were raised about your product between the conversation? Write that down while the talk is still fresh in your mind. Write what’s the best thing about the product your prospect liked, how much value it will give to him. This will give you food for whipping up the right solution that you can pitch during your next call to that lead.