{"id":19230,"date":"2024-08-23T00:00:04","date_gmt":"2024-08-23T00:00:04","guid":{"rendered":"https:\/\/www.saleshandy.com\/blog\/?p=19230"},"modified":"2025-06-30T06:32:30","modified_gmt":"2025-06-30T06:32:30","slug":"sales-call","status":"publish","type":"post","link":"https:\/\/www.saleshandy.com\/blog\/sales-call\/","title":{"rendered":"How to Make a Sales Call: Qualify and Convert Leads"},"content":{"rendered":"<div id=\"toc_container\" class=\"toc_wrap_right toc_transparent no_bullets\"><p class=\"toc_title\">Contents<\/p><ul class=\"toc_list\"><li><a href=\"#How-To-Make-A-Sales-Call-Effectively\"><strong class=\"How-To-Make-A-Sales-Call-Effectively\"><span class=\"toc_number toc_depth_1\">1<\/span> How To Make A Sales Call Effectively<\/strong><\/a><ul><li><a href=\"#8-steps-to-make-effective-sales-call\"><strong class=\"8-steps-to-make-effective-sales-call\"><span class=\"toc_number toc_depth_2\">1.1<\/span> 8 steps to make effective sales call<\/strong><\/a><\/li><li><a href=\"#Step-1-Conduct-Prospecting\"><strong class=\"Step-1-Conduct-Prospecting\"><span class=\"toc_number toc_depth_2\">1.2<\/span> Step 1: Conduct Prospecting<\/strong><\/a><\/li><li><a href=\"#Step-2-Research-and-Deep-Divenbsp\"><strong class=\"Step-2-Research-and-Deep-Divenbsp\"><span class=\"toc_number toc_depth_2\">1.3<\/span> Step 2: Research and Deep Dive&nbsp;<\/strong><\/a><\/li><li><a href=\"#Step-3-Reach-Out-With-An-Agenda\"><strong class=\"Step-3-Reach-Out-With-An-Agenda\"><span class=\"toc_number toc_depth_2\">1.4<\/span> Step 3: Reach Out With An Agenda<\/strong><\/a><\/li><li><a href=\"#Step-4-Get-on-a-callnbsp\"><strong class=\"Step-4-Get-on-a-callnbsp\"><span class=\"toc_number toc_depth_2\">1.5<\/span> Step 4: Get on a call&nbsp;<\/strong><\/a><\/li><li><a href=\"#Step-5-Take-notes\"><strong class=\"Step-5-Take-notes\"><span class=\"toc_number toc_depth_2\">1.6<\/span> Step 5: Take notes<\/strong><\/a><\/li><li><a href=\"#Step-6-Handle-Objectionsnbsp\"><strong class=\"Step-6-Handle-Objectionsnbsp\"><span class=\"toc_number toc_depth_2\">1.7<\/span> Step 6: Handle Objections&nbsp;<\/strong><\/a><\/li><li><a href=\"#Step-7-Draw-out-actionable-before-parting\"><strong class=\"Step-7-Draw-out-actionable-before-parting\"><span class=\"toc_number toc_depth_2\">1.8<\/span> Step 7: Draw out actionable before parting<\/strong><\/a><\/li><li><a href=\"#Step-8-Keep-track-of-progress-and-conversionsnbsp\"><strong class=\"Step-8-Keep-track-of-progress-and-conversionsnbsp\"><span class=\"toc_number toc_depth_2\">1.9<\/span> Step 8: Keep track of progress and conversions&nbsp;<\/strong><\/a><\/li><\/ul><\/li><li><a href=\"#Bonus-Tips-To-Increase-Sales-Call-Conversions\"><strong class=\"Bonus-Tips-To-Increase-Sales-Call-Conversions\"><span class=\"toc_number toc_depth_1\">2<\/span> Bonus: Tips To Increase Sales Call Conversions<\/strong><\/a><ul><li><a href=\"#Setup-a-follow-up-cadence-post-call\"><strong class=\"Setup-a-follow-up-cadence-post-call\"><span class=\"toc_number toc_depth_2\">2.1<\/span> Setup a follow-up cadence post-call<\/strong><\/a><\/li><li><a href=\"#Add-value-before-you-pitch\"><strong class=\"Add-value-before-you-pitch\"><span class=\"toc_number toc_depth_2\">2.2<\/span> Add value before you pitch<\/strong><\/a><\/li><li><a href=\"#Use-customer-cases-and-stories\"><strong class=\"Use-customer-cases-and-stories\"><span class=\"toc_number toc_depth_2\">2.3<\/span> Use customer cases and stories<\/strong><\/a><\/li><li><a href=\"#Reduce-communication-turnarounds\"><strong class=\"Reduce-communication-turnarounds\"><span class=\"toc_number toc_depth_2\">2.4<\/span> Reduce communication turnarounds<\/strong><\/a><\/li><li><a href=\"#Look-out-for-objections\"><strong class=\"Look-out-for-objections\"><span class=\"toc_number toc_depth_2\">2.5<\/span> Look out for objections<\/strong><\/a><\/li><li><a href=\"#Leverage-warm-and-mutual-connections\"><strong class=\"Leverage-warm-and-mutual-connections\"><span class=\"toc_number toc_depth_2\">2.6<\/span> Leverage warm and mutual connections<\/strong><\/a><\/li><\/ul><\/li><li><a href=\"#Boost-Sales-Call-Conversions-for-Higher-Sales-and-Growth\"><strong class=\"Boost-Sales-Call-Conversions-for-Higher-Sales-and-Growth\"><span class=\"toc_number toc_depth_1\">3<\/span> Boost Sales Call Conversions for Higher Sales and Growth<\/strong><\/a><\/li><\/ul><\/div>\n\n<p>When it comes to nurturing and closing leads, sales calls take up a lot of your team&#8217;s time and resources. They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call. When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively.<\/p>\n\n\n\n<!--more-->\n\n\n\n<p>As per <a href=\"https:\/\/www.key.com\/kco\/images\/2019_KBCM_saas_survey_102319.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">KBCM survey<\/a>, companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. Making sales calls is one of the core functions within <a href=\"https:\/\/www.saleshandy.com\/blog\/inside-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">inside sales process<\/a>. Which makes it a crucial part of your sales teams&#8217; growth efforts.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1601\" height=\"1259\" src=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy.webp\" alt=\"\" class=\"wp-image-46640\" srcset=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy.webp 1601w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy-254x200.webp 254w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy-782x615.webp 782w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy-768x604.webp 768w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy-1536x1208.webp 1536w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy-1200x944.webp 1200w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Median-Growth-rate-as-a-function-of-sales-strategy-150x118.webp 150w\" sizes=\"(max-width: 1601px) 100vw, 1601px\" \/><\/figure>\n\n\n\n<p>Besides, <a href=\"https:\/\/f.hubspotusercontent00.net\/hubfs\/53\/GlobalSalesEnablementSurvey.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">63% of sales leaders<\/a> agree that virtual meetings with customers are just as or more effective than in-person meetings. Which reinforces the importance of a sales call strategy and process towards making effective sales calls. Focusing on-field sales or in-person engagements is no longer optimal, with calls getting more popular post the pandemic in 2020.<\/p>\n\n\n\n<p>So throughout this article, we\u2019ll lay out an 8 step process on how to make a sales call. Also, lookout for a bonus section towards the end discussing conversion-boosting tips and strategies. These practices will consequently help call managing and enable your team to make the most out of your outbound sales calls.<\/p>\n\n\n\n<!-- This site is converting visitors into subscribers and customers with OptinMonster - https:\/\/optinmonster.com :: Campaign Title: Sales Call 1 -->\n<div id=\"om-wgelmczn2db55f9nr3pi-holder\"><\/div>\n<script>(function(d,u,ac){var s=d.createElement('script');s.type='text\/javascript';s.src='https:\/\/a.omappapi.com\/app\/js\/api.min.js';s.async=true;s.dataset.user=u;s.dataset.campaign=ac;d.getElementsByTagName('head')[0].appendChild(s);})(document,153389,'wgelmczn2db55f9nr3pi');<\/script>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"How-To-Make-A-Sales-Call-Effectively\">How To Make A Sales Call Effectively<\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"8-steps-to-make-effective-sales-call\"><strong>8 steps to make effective sales call<\/strong><\/span><\/h3>\n\n\n\n<p><a href=\"#one\">Step 1: Conduct Prospecting<\/a><\/p>\n\n\n\n<p><a href=\"#two\">Step 2: Research and Deep Dive<\/a><\/p>\n\n\n\n<p><a href=\"#three\">Step 3: Reach Out With An Agenda<\/a><\/p>\n\n\n\n<p><a href=\"#four\">Step 4: Get on a call<\/a><\/p>\n\n\n\n<p><a href=\"#five\">Step 5: Take notes<\/a><\/p>\n\n\n\n<p><a href=\"#six\">Step 6:  Handle Objections<\/a><\/p>\n\n\n\n<p><a href=\"#seven\">Step 7:  Draw out actionable before parting<\/a><\/p>\n\n\n\n<p><a href=\"#eight\">Step 8:  Keep track of progress and conversions<\/a><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"one\"><span id=\"Step-1-Conduct-Prospecting\">Step 1: Conduct Prospecting<\/span><\/h3>\n\n\n\n<p>Before you can reach out and schedule calls with prospects, you\u2019ll need to look out for qualified leads. Especially so, if you generate leads for outbound calls. You have to find and fetch prospects to talk to, vs Inbound which is the exact opposite. Either way, the emphasis for sales call prospecting has to be around two things. finding the right person to talk to. And having the right and relevant contact information to reach them.&nbsp;<\/p>\n\n\n\n<p>If you\u2019re generating outbound leads \u2014 <a href=\"https:\/\/www.saleshandy.com\/blog\/find-decision-makers\/\" target=\"_blank\" rel=\"noreferrer noopener\">look for decision-makers within your target accounts<\/a> or organizations. Prospecting for these leads will involve looking for characteristics like their title, role descriptions, background, etc to ensure they own the budgets and decisions when it comes to procurement. Find their verified contact information like email addresses for these decision-makers. Ensure that when you reach out, your emails don\u2019t bounce and harm your sender reputation, along with having to dig out alternate addresses at a later stage and cause inconvenience.<\/p>\n\n\n\n<p>Similarly, with inbound leads \u2014 look up their credentials using social platforms like LinkedIn or lead enrichment tools, and ensure that they match your ideal customer profile. If not, ask them to introduce you to the decision-maker after introductory conversations, so you can have a direct line of communication with them.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"two\"><span id=\"Step-2-Research-and-Deep-Divenbsp\">Step 2: Research and Deep Dive&nbsp;<\/span><\/h3>\n\n\n\n<p>Once you\u2019ve narrowed down your prospect list to decision-makers and influencers, spend time researching them before making the sales call. This research should be done with the purpose of knowing your prospects\u2019 expertise and background \u2014 departments they\u2019ve worked in, previous companies, interest areas, etc.&nbsp; Next, conduct a deep dive into the prospect\u2019s business. Get to know the organizations\u2019 priorities, recent advancements, new hires, and so on.&nbsp;<\/p>\n\n\n\n<p>Most importantly take note of problems and pains they might be facing. This could include competing products doing well and eating into their market share, poached employees, regulatory roadblocks, intellectual property violations, etc.&nbsp;<\/p>\n\n\n\n<p>Information like this will help you gather context on the prospect and their organization\u2019s strengths, pain points, market demand, and performance. Combined with your product\u2019s use cases, you can then figure out how your product might serve them best, build a case around it and while making sales calls \u2014 nurture them accordingly.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"three\"><span id=\"Step-3-Reach-Out-With-An-Agenda\">Step 3: Reach Out With An Agenda<\/span><\/h3>\n\n\n\n<p>Once you\u2019ve studied your prospect and their organization, next, you need to reach out to them with a value proposition. Approach them with an agenda that matches their goals and priorities, so they\u2019re more likely to be open to explore and evaluate your product. If you\u2019re reaching out over channels like email, make sure you&#8217;re personalizing your emails to capture their attention.&nbsp;<\/p>\n\n\n\n<p>Have a single <a href=\"https:\/\/www.saleshandy.com\/blog\/cold-email-cta-to-book-more-meetings\/\" target=\"_blank\" rel=\"noopener\">call to action \u2014 in the first email<\/a>, which ideally doesn\u2019t have to do with getting on a call. Every sales email nowadays has the same ask, so prospects tend to avoid and ignore such emails.&nbsp;<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img decoding=\"async\" width=\"1600\" height=\"1343\" src=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill.webp\" alt=\"\" class=\"wp-image-46642\" srcset=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill.webp 1600w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill-238x200.webp 238w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill-733x615.webp 733w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill-768x645.webp 768w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill-1536x1289.webp 1536w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill-1200x1007.webp 1200w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/Emaill-150x126.webp 150w\" sizes=\"(max-width: 1600px) 100vw, 1600px\" \/><\/figure><\/div>\n\n\n<p><a href=\"https:\/\/goodsalesemails.com\/campaigns\/capterra-1\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><em>Source<\/em><\/a><\/p>\n\n\n\n<p>Capterra\u2019s email, offering free gift cards and reviews to prospects is a great example of this approach. It\u2019s tied with an offering relevant to the prospects\u2019 problem that they\u2019re likely not to pass on, attracting more responses and engagement. The goal of this step should be to break the ice and get the prospect to get talking to you. Engagement generated in this fashion can later be leveraged to get prospects on a call at the <a href=\"https:\/\/www.saleshandy.com\/blog\/sales-cycle\/\" target=\"_blank\" rel=\"noreferrer noopener\">next stage of the sales cycle.<\/a><\/p>\n\n\n\n<!-- This site is converting visitors into subscribers and customers with OptinMonster - https:\/\/optinmonster.com :: Campaign Title: Sales Call 2 -->\n<div id=\"om-crtk3bevdukzsw6ar9ky-holder\"><\/div>\n<script>(function(d,u,ac){var s=d.createElement('script');s.type='text\/javascript';s.src='https:\/\/a.omappapi.com\/app\/js\/api.min.js';s.async=true;s.dataset.user=u;s.dataset.campaign=ac;d.getElementsByTagName('head')[0].appendChild(s);})(document,153389,'crtk3bevdukzsw6ar9ky');<\/script>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"four\"><span id=\"Step-4-Get-on-a-callnbsp\">Step 4: Get on a call&nbsp;<\/span><\/h3>\n\n\n\n<p>Once you\u2019re on talking terms with the prospect \u2014 get them to schedule a call with you. This is one of the trickiest parts of perfecting how to make a sales call. Prospects will still dodge scheduling and getting on a call \u2014 they\u2019re aware it\u2019s where the \u201c<strong><em>selling<\/em><\/strong>\u201d happens. Not a lot of professionals are open to spending time listening to sales pitches on their own time, hence the reluctance. This is why there was an emphasis on not starting your first email with a request to schedule a call.&nbsp;<\/p>\n\n\n\n<p>At a later stage when the prospect is on board with your product\u2019s value proposition, offer them to take a tour of your product through a demo, or a presentation. Follow-up a couple of times if they don\u2019t respond, just to make sure they\u2019ve seen your messages. Additionally, add freebies to the mix so they\u2019re incentivized to get on a call.<\/p>\n\n\n\n<p>Once scheduled for a call, <a href=\"https:\/\/www.saleshandy.com\/blog\/sales-qualifying-questions\/\" target=\"_blank\" rel=\"noreferrer noopener\">prepare a list of questions<\/a> and info that you\u2019re looking to have cleared over the call to further qualify the prospect\u2019s intent. Preparing a demo or presentation personalized to the prospect\u2019s pain points and use case is the best way to make sales calls. Before the scheduled call, personally reach out to confirm their attendance and remind them of the call, with a list of points to be discussed, or an agenda. Include any preparatory notes if needed, as in things they might need to make the most out of the call. Hop on the call a few minutes earlier than the scheduled time to ensure your prospect doesn\u2019t have to wait on you.<\/p>\n\n\n\n<p>And here\u2019s how to start a sales call \u2014 lead by introducing yourself and your colleagues. Go through the agenda and cover the components of the agenda one at a time, offer to clear questions and clarifications. Ensure each part of the call is geared to pique the prospect\u2019s interest and intent to give your product a try.&nbsp;&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><strong>Also Read:<\/strong> <a href=\"https:\/\/www.saleshandy.com\/blog\/how-to-cold-call\/\" target=\"_blank\" rel=\"noreferrer noopener\">How To Cold Call And Close More Deals<\/a><\/p>\n<\/blockquote>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"five\"><span id=\"Step-5-Take-notes\">Step 5: Take notes<\/span><\/h3>\n\n\n\n<p>During the call, take note of how your prospects are reacting to the presentation and demo. Note down the questions they ask during the call, so you can refer them later on and put them into context, and better understand your prospect\u2019s concerns. Also, record the call with their permission for recordkeeping and reference.&nbsp;<\/p>\n\n\n\n<p>Notes and recordings from the call will later help you analyze if the call went according to plan. Observe if there were areas of improvement that could be brought into practice within other deals, and if the same deal needs to be handled any differently. Sales call notes and recordings can also be used to educate and train internal team members, apart from being able to monitor and record their progress.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"six\"><span id=\"Step-6-Handle-Objectionsnbsp\">Step 6: Handle Objections&nbsp;<\/span><\/h3>\n\n\n\n<p>During the call (and post-call), look out for questions or concerns placed by your prospects that could stem from underlying objections. Unless you were referred by an existing customer, or have a decade-old brand, prospects are less likely to trust and agree with you right away. This will be more of a problem with outbound engagements, as inbound prospects have usually evaluated the product clear of such objections before signing up.&nbsp;<\/p>\n\n\n\n<p>Be quick to come up with answers and clarifications to questions or comments wherever possible \u2014 anything ranging from competitor\u2019s lower prices, features, bad reviews for your product, etc. The goal here isn\u2019t just to come up with an answer for the sake, but to bury the concern for good with something that completely nullifies a bad outcome for your prospects resulting from the said objections. If you cannot get back immediately, work on <a href=\"https:\/\/www.saleshandy.com\/blog\/sales-objections\/\" target=\"_blank\" rel=\"noreferrer noopener\">resolving the objections<\/a> post-call and follow up with your prospect ensuring your commitment and value.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"seven\"><span id=\"Step-7-Draw-out-actionable-before-parting\">Step 7: Draw out actionable before parting<\/span><\/h3>\n\n\n\n<p>As you\u2019re getting towards the end of the call, assess your prospects\u2019 intent to proceed further into the next stages. If you\u2019ve helped them clear all their questions or objections and received a positive response, they should be in a position to move forward. Similarly, if there are objections that need additional attention or clarification post-call, draw out the next course of tasks, ideally with actionable on both parties\u2019 ends.&nbsp;<\/p>\n\n\n\n<p>Unless you leave the call with the next course of action, the deal isn\u2019t going to move forward. Prospects might not follow up with you and ask for directions towards the next steps, which is why you as the salesperson need to initiate it. Draw out a clear roadmap for the rest of the deal during the call with tasks and deadlines, and layout the next steps in the sequence. Ask your prospects if they need clarifications around the same and if they\u2019re ready to move forward with it.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"eight\"><span id=\"Step-8-Keep-track-of-progress-and-conversionsnbsp\">Step 8: Keep track of progress and conversions&nbsp;<\/span><\/h3>\n\n\n\n<p>Once you\u2019re out of the call \u2014 document everything with regards to the interaction. You need to be able to track the deal and prospects\u2019 engagement along with the rest of the deals in your pipeline. This will enable you to keep a watch on every deal, taking actions on the ones that require attention and are close to the deadlines set for each stage.&nbsp;<\/p>\n\n\n\n<p>If you have a <a href=\"https:\/\/www.saleshandy.com\/blog\/sales-engagement-platforms\/\" target=\"_blank\" rel=\"noreferrer noopener\">sales engagement platform<\/a> to manage your outreach activities, you can use in-built reports and analytics there. Once you\u2019ve updated and tagged all of your deals to date, you\u2019ll be able to monitor high-level metrics like bottom-funnel performance and conversions, drop-offs, churn, etc.&nbsp;&nbsp;<\/p>\n\n\n\n<p>Use these metrics to analyze and improve your sales call process. It will help you convert more prospects into customers per cycle. Once you figure out how to get more sales calls, an improved process will enable you to scale your sales revenue more effectively.<\/p>\n\n\n\n<p>The purpose sales calls serve is to nurture, qualify leads and convert users towards the next stages. Once your sales call process is up and running, continuously monitor and tweak it to improve conversions.<\/p>\n\n\n\n<p>As a bonus \u2014 we\u2019ll make it easier for you, and list out sales call tips and tricks to improve conversions in the next section.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"Bonus-Tips-To-Increase-Sales-Call-Conversions\">Bonus: Tips To Increase Sales Call Conversions<\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"Setup-a-follow-up-cadence-post-call\">Setup a follow-up cadence post-call<\/span><\/h3>\n\n\n\n<p>As mentioned earlier, prospects are likely to delay or avoid prioritizing the deal\u2019s next steps. This can include, introductions to the decision-makers, or greenlighting a POC (Proof of concept). This is going to be a norm across a lot of your deals. This is why it\u2019s important to set up automated email sequences. These sequences will allow you to <a href=\"https:\/\/www.saleshandy.com\/blog\/how-to-write-a-follow-up-email\/\" target=\"_blank\" rel=\"noreferrer noopener\">follow up with your prospects<\/a> post-call. Follow-ups are known to increase conversion rates. Hence setting these sequences will ensure your prospects move forward with the deal post-call.<\/p>\n\n\n\n<p>You can set up automated follow-up sequences using platforms like Saleshandy to avoid setting up reminders, writing and sending every individual email manually.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"How to Send a Bulk Email Campaign in less than 3 minutes with Saleshandy\" width=\"580\" height=\"326\" src=\"https:\/\/www.youtube.com\/embed\/PQXvhoHrDiE?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<div class=\"wp-block-buttons is-horizontal is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-1 wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.saleshandy.com\/signup\" target=\"_blank\" rel=\"noreferrer noopener\">Sign up on SalesHandy to send automated follow-ups<\/a><\/div>\n<\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"Add-value-before-you-pitch\">Add value before you pitch<\/span><\/h3>\n\n\n\n<p>Before setting up and scheduling sales calls with your prospects, lead into the conversation with things that will<\/p>\n\n\n\n<div class=\"wp-block-group has-background\" style=\"background-color:#dfdfdf\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p>a) Provide the prospect with value and get their attention&nbsp;<\/p>\n\n\n\n<p>b) Showcase and prove your product\u2019s core value proposition.<\/p>\n<\/div><\/div>\n\n\n\n<p>By doing so \u2014 you\u2019re setting up the conversation to be more engaging, and as a result, convert better. The previous example from Capterra demonstrates this principle perfectly. Essentially offering the prospect to generate free reviews for their product, without asking for anything in return. Not even a call.<\/p>\n\n\n\n<!-- This site is converting visitors into subscribers and customers with OptinMonster - https:\/\/optinmonster.com :: Campaign Title: Sales call 3 -->\n<div id=\"om-phea91aeioy1qqez7sji-holder\"><\/div>\n<script>(function(d,u,ac){var s=d.createElement('script');s.type='text\/javascript';s.src='https:\/\/a.omappapi.com\/app\/js\/api.min.js';s.async=true;s.dataset.user=u;s.dataset.campaign=ac;d.getElementsByTagName('head')[0].appendChild(s);})(document,153389,'phea91aeioy1qqez7sji');<\/script>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"Use-customer-cases-and-stories\">Use customer cases and stories<\/span><\/h3>\n\n\n\n<p>One of the reasons why prospects tend to lose sight of your product\u2019s value proposition has to do with them not being sold on your marketing message. Lack of <a href=\"https:\/\/www.saleshandy.com\/blog\/7-insights-launching-successful-product-startup-blogging\/\" target=\"_blank\" rel=\"noopener\">insight into your product\u2019s<\/a> core value, combined with low credibility and trust can often turn your prospects cold.&nbsp;<\/p>\n\n\n\n<p>This is where customer testimonials and success stories can help. Positive customer experiences and testimonials <a href=\"https:\/\/d16cvnquvjw7pr.cloudfront.net\/resources\/whitepapers\/Zendesk_WP_Customer_Service_and_Business_Results.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">impact buying decisions 90%<\/a> of the time. This sums up the importance of such content and assets in boosting conversions.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><img decoding=\"async\" width=\"1601\" height=\"955\" src=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_.webp\" alt=\"\" class=\"wp-image-46643\" srcset=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_.webp 1601w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_-335x200.webp 335w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_-900x537.webp 900w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_-768x458.webp 768w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_-1536x916.webp 1536w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_-1200x716.webp 1200w, https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2024\/08\/NEGATIVE-reviews-influenced-your-buying-decisions_-150x89.webp 150w\" sizes=\"(max-width: 1601px) 100vw, 1601px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"Reduce-communication-turnarounds\">Reduce communication turnarounds<\/span><\/h3>\n\n\n\n<p>Between sales calls and post-call follow-ups, ensure you\u2019re proactively responding to your prospects\u2019 engagement, with minimal turnaround time. Quick communication turnarounds contribute towards a <a href=\"https:\/\/www.saleshandy.com\/blog\/speed-up-sales-cycle\/\" target=\"_blank\" rel=\"noreferrer noopener\">speedy sales cycle<\/a>, by enabling you to move through stages and tasks quicker. As a result, converting or churning prospects out of your pipeline gets easier. &nbsp;<\/p>\n\n\n\n<p>If possible, enable read receipts on all your prospect communications. It\u2019ll help you keep a track of your prospect\u2019s engagement with your messages. You can then nudge them towards further stages using follow-ups, and better conversions.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-horizontal is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-2 wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.saleshandy.com\/signup\" target=\"_blank\" rel=\"noreferrer noopener\">Sign up to Track Prospect Communication<\/a><\/div>\n<\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"Look-out-for-objections\">Look out for objections<\/span><\/h3>\n\n\n\n<p>While evaluating your product, prospects might come up with questions and objections with respect to competing products\u2019 pricing, features, etc. Your prospects might be evaluating multiple options. When your product doesn\u2019t show as much promise and value in comparison, objections are bound to come up. Look out for such questions and objections, and solve them to put your prospect\u2019s concerns to rest. Go out of your way to assess and address deeper concerns behind these questions.&nbsp;<\/p>\n\n\n\n<p>Let&#8217;s say, a prospect asks for clarifications around your billing and refund policies. If you know these questions might stem from the fact that your reviews mention bad policies, respond accordingly. Address the negative reviews in your response to their objections. This will help you reinforce trust with your prospects. And consequently, easier for them to move further towards closing without objections, and convert quicker.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"Leverage-warm-and-mutual-connections\">Leverage warm and mutual connections<\/span><\/h3>\n\n\n\n<p>When conducting outbound sales, it\u2019s important to remember that your prospects don\u2019t know you well enough. And hence, they&#8217;re less likely to trust you right away. This is where mutual connections and rainmakers can help expedite the process. You can find these mutual connections by looking for them through your prospect\u2019s LinkedIn.&nbsp;<\/p>\n\n\n\n<p>You can also use other social platforms like Twitter. Look for your acquaintances&#8217; engagement (likes, comments, shares) on your prospect\u2019s profile. Ask them to introduce you to your prospects over emails or social platforms. To make it easier for them, offer to send them templates and scripts for these introductions. Once you\u2019re introduced to your prospect this way \u2014 they\u2019re likely to take your deal a bit more seriously. This indirectly results in improved engagement and conversion rates.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"Boost-Sales-Call-Conversions-for-Higher-Sales-and-Growth\">Boost Sales Call Conversions for Higher Sales and Growth<\/span><\/h2>\n\n\n\n<p>Sales calls make for one of the most important parts of your <a href=\"https:\/\/www.saleshandy.com\/blog\/lead-nurturing\/\" target=\"_blank\" rel=\"noreferrer noopener\">lead nurturing process<\/a>, but they\u2019re tricky. Prospects aren\u2019t interested in getting on sales calls in general. And for the same reason, conversions take a hit and deals drop off.&nbsp;<\/p>\n\n\n\n<p>As we discussed, offering value early on in the conversation helps build the engagement. Once engaged, get the prospect on board for a demo or presentation \u2014 essentially a sales call. Along the way, ensure to set deadlines for deal stages, record and document calls, and optimize your process for conversions.&nbsp;<\/p>\n\n\n\n<p>Sales call conversions can be optimized using the same principles as other communications channels. Yes, sales calls are difficult to have scheduled, time-intensive, and non-scalable. So improving the process for conversions will boost the yield of your sales team, and help you grow sustainably.<\/p>\n\n\n\n<!-- This site is converting visitors into subscribers and customers with OptinMonster - https:\/\/optinmonster.com :: Campaign Title: Sales Call Exit Popup -->\n<script>(function(d,u,ac){var s=d.createElement('script');s.type='text\/javascript';s.src='https:\/\/a.omappapi.com\/app\/js\/api.min.js';s.async=true;s.dataset.user=u;s.dataset.campaign=ac;d.getElementsByTagName('head')[0].appendChild(s);})(document,153389,'ur6odm4gafq4ilscwaxk');<\/script>\n","protected":false},"excerpt":{"rendered":"<p>When it comes to nurturing and closing leads, sales calls take up a lot of your team&#8217;s time and resources. They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call. When [&hellip;]<\/p>\n","protected":false},"author":47,"featured_media":46639,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_eb_attr":"","is_display_hero_banner_button1":"","is_display_hero_banner_button2":"","hero_banner_button1_text":"","hero_banner_button2_text":"","hero_banner_button1_url":"","hero_banner_button2_url":"","footnotes":""},"categories":[991],"tags":[],"class_list":["post-19230","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-engagement-hub"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Make Engaging Sales Calls They Can&#039;t Hang Up<\/title>\n<meta name=\"description\" content=\"Find out how to make sales calls that convert maximum qualified leads into paying customers and reach your revenue goals faster.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.saleshandy.com\/blog\/sales-call\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Calls Not Converting? Here&#039;s How To Set Them Up\" \/>\n<meta property=\"og:description\" content=\"Do you know how to make a sales call? Explore ways to set up a sales call process and convert more of your prospects into customers, with tips, tricks and examples.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.saleshandy.com\/blog\/sales-call\/\" \/>\n<meta property=\"og:site_name\" content=\"SalesHandy\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/Saleshandy-455345097971262\/\" \/>\n<meta property=\"article:published_time\" content=\"2024-08-23T00:00:04+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-06-30T06:32:30+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.saleshandy.com\/blog\/wp-content\/uploads\/2021\/04\/how-to-make-a-sales-call-1.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Anil Salvi\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:title\" content=\"Sales Calls Not Converting? 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