17 Phone Sales Tips from the Experts to Help You Make Better Sales Calls

Catching up with new leads to close sales has never been easier. Whether you're in contact for the first time or following up on a prospect during one of your regular calls, knowing how to make and take sales calls effectively will help you stay at the forefront of your industry.

Telephone sales are more effective because they occur in real-time, which makes them less reliant on the internet than digital messaging. More importantly, 57% of senior-level buyers and 47% of managers prefer to be contacted by phone, according to RAIN Group.

If you know how to use cold calls and follow-ups, you can qualify leads and pitch fewer new prospects.

How To Prepare For A Phone Call


1. Ideal Time To Call

According to a survey conducted by CallHippo, the optimal time for a cold call is between 4 PM and 5 PM (in your target's region) on Wednesday or Thursday. While you may not be able to cram all your cold calling into two hours a week, you should take advantage of those times whenever possible.

How Does It Work?

By mid-week, they've had a chance to catch up on their to-do list and have had enough time in their regular work week to not want to wrap things up. The late evening customer service call is less likely to interrupt them as they're winding down due to wind-down mode at the end of the workday.

Hurry and call our emergency line right now.

A study by Rain Sales Training suggests that buyers want to be contacted most often in the first 10% of the buying cycle because it's at this point that they are open to new options and driving better results.

2. Setting A Calling Goal

  • Make sure you know what you want to accomplish before you call.
  • Create healthy habits and decrease negative personal habits
  • Understand what your prospect does during their workflow
  • Find out who is involved in their buying decisions.
  • Schedule a conversation where you can have all your concerns addressed
  • By directing the conversation towards your objective, you will be able to gain more insights.

Why does it work?

By being specific in your knowledge of the person you're contacting, your conversation will sound less like a cold call and more like an offer of help. 

How to make $13,000 with a technique that takes just 90 seconds.
  • Finding out your lead's preferences
  • Knowing their job title and role
  • Understanding the company's working style
Here are three important pieces of content that should also accompany your email: an attention-grabbing introduction, a statement to address a dismissive response, and a voicemail message. Practice till you sound genuine and fluent

3. How To Research Your Lead's Competitors

A part of sales call planning should include identifying your prospect's biggest competitors and determining their:
  • Unique selling points
  • strategies for marketing
  • Branding yourself
If you are able to identify your client's goals, you'll be able to tailor your solutions to keep them satisfied.

Why does it work?

By analyzing the market's competitors, you may spot an opportunity for your client. For example, if your offer nurtures a specific demographic that is one of your competitor's major shortcomings to fill with an effective strategy, what opportunities could you present them?

4. Preparing Yourself For A Voicemail

Have a concise voicemail ready in case you fail to connect with your lead when they call. The internet is filled with voicemail scripts, but here are some things to keep in mind when looking for one. Immediately highlight the reason for your call.

Stand out by using humor, enthusiasm, or key findings to give the emotional impact needed for stand-out marketing. On top of that, you should be prepared for the next time your prospect calls you.

Why does it work?

Research from Forrester suggests it may take eight to twelve attempts to reach a decision maker, so arm yourself with a personalized set of voicemail messages which could increase the chance of getting a callback.

When it comes to sales, marketing, and PR, email, social media, as well as phone calls all have their place. Regardless of where you are reaching out to someone, the important part is being able to create a quality message that will effectively get you heard.

5. Make An Effective Introduction

Help your lead make an instant connection. Here are a few tips for phone sales calls. Make sure you address your visitor in the right way. Encourage them to take the first step and take notice of the benefits of the decision.

Start with some easy-to-answer questions to keep the conversation going. Use your initial research as a reference.

How it works

Keep your phone call short and to the point to allow the lead to focus their attention on you. Start off with a personal statement of your interest in the potential business partnership, so they know they are valued.

In her article on sales call intros, Lauren Bailey outlines a time-efficient tactic--stop your pitch from lasting five seconds to give the person you're pitching time to process.

6. Use Scripts For Better Time Management

Professional salespeople often use pre-scripted templates to boost time efficiency and maintain better direction and control over their sales calls.

How will it help:
  • Present yourself internationally
  • Preparation is key to success
By managing your expectations, you will be more comfortable with cold calls and, therefore, more willing to make them.

Jessica Magoch, CEO of JPM Partners, uses a "choose your own adventure" approach. In her method, there are multiple steps to reaching the goal, but within each step, there is a version that offers alternatives. This method makes it difficult to predict what will happen next and creates an unpredictable experience for the prospects.

7. Practice Desensitization

Rejection can be irritating, but it's necessary throughout the sales process. Remembering that it's the regular process of claiming what you deserve to make leads is an important part of succeeding in cold calling.

When a cold call won't end in a sale?

You need to identify your problems, solve them and do something with the results. But you're able to control your actions and have a bigger say in how your company does.

Brian Tracy suggests spreading out your conversion sales calls and giving yourself a little break between each call. By shrinking the time you spend cold pitching and increasing your goal, you can create some much-needed breathing room.

As sales professionals, people worry about the results they'll receive

8. Take Out Time For Follow-ups

For example, sales and marketing professionals sometimes become focused on administrative tasks that they stop following up with potential customers. This neglect hurts their chances because follow-up calls build customer trust, which can help secure additional deals or lead to valuable testimonials and references.

Placing a phone call on your daily agenda will make it more likely to happen.

Why does it work?

A study looking at the expectations of buyers shows that 47% of buyers, they would like to be contacted by a sales representative that is proactive in reaching out, and for 82% of them, their preference is for meeting with a prospect. More time spent on follow-up and engagement means more revenue for any professional.

9. Make Authentic Rapport

Building a strong connection with someone you're speaking to might happen during your initial phone call, but the relationship is continued throughout the rest of the process.

How to build stronger, more meaningful connections
  • How to be friendly
  • Underscoring the quality of their proposal and engaging with the prospects will help you craft the best solution for your prospect.
  • The likability of your sales contacts and getting to know them will increase the chance that you'll be able to sell.

What you need to know

On top of connecting on a personal level, understanding what your potential buyers are looking for or struggling with is the key to closing more deals.

10. Listen For Key Information

Listening actively is one of the phone sales tips that every sales or marketing professional should consider. In order to show you've heard and understood what was said, giving feedback is important. This can also help you stay on track and attain your goals faster, too.

Increase your chances of closing deals
  • Vet trustable content
  • Engage in a job interview like you would with a client
  • Explain how to find out exactly what your client needs and how you can help them
To persuade a customer, make sure you're asking "how" and "why" questions. Listen to the responses and take them into account.

Forty-two percent of buyers want a salesperson to demonstrate an active listening style, while 56 percent believe that they'll consider buying from a brand when the rep seems genuinely interested in the needs of their company.

When you use key information obtained from conversations to address your prospect's objectives or challenges, it becomes easier to deliver a smooth sales solution.

Learn how to sell your old cell phone, so you can buy a new one. How discovery work helps companies get ahead of users. You need to determine the difference between discovery calls and demos, and you'll close more deals by taking advantage of them.

A sales discovery call is a way to learn more about your prospect's goals, challenges, buying decisions, and expectations. A sales demo is a phone call where the caller talks about their product and the value it delivers. It often uses online screen sharing to showcase its features, which enables them to easily share content with visitors or clients.

A successful demo should lead to a deal, while well-crafted demos can close deals.

11. The effectiveness of this Program


When developing your sales demo, rather than just relying on what you know about the subject of the sale, you should use discovery work to find areas that would sell better.
  • Understanding what prospect needs
  • Learn how to build an engaging presentation that appeals to your audience
  • Avoid mistakes that big corporations make
"You can draw out your needs and 'burn-in' your platform, but before you send them to the deal, you need to know what they are, or they're going to be confused," said sales trainer and author Mark Hunter.

12. How To Overcome Objections

The most common objections in the field of sales are lack of budget or confidence in your company. Once you have done your research and done your best to find the right prospects to work with, you will be able to prevent the most common setbacks such as these.

Rather than giving up, try to keep in touch and work through your customer's objections collectively.

A timeline of blog posts

When used as a sales partner, rather than just a salesperson, it is easy to encourage trust in what you have to say by remaining calm and focused on the prospect's best interests. By adopting a partner mindset, it will also be easier for you to brainstorm ideas with your buyer that work towards resolving concerns they are encountering.

Beware of a situation in which your screener isn't catching enough people, and you're getting rejected. One good indication this might be happening is if a lot of customers are making objections that might otherwise have been a lead.

Napoleon Hill said, "The best way to sell yourself is first to sell the other person to yourself."

13. Know When To Close

How to stay motivated after your sales pitch falls flat. You'll know the best time to lead your prospect to make a purchase commitment, for example, when:

Your business has confidence in its solution.

How do you teach them?

In your sales conversation, you need to ask for a yes or no answer. It feels like the next natural step in your conversation. You don't want to spend too much time on closing, or you won't be able to focus on other sales. It's important to know when to stop the sale and move on to finalizing the deal.

Tips for using this information

Constantly staying on top of your customer's needs can help you predict demand and identify potential problems beforehand; it is a good skill to practice.

14. Practice Your Voice Skills

As much as people rely on their facial expressions and body language, phone conversations have their own unique challenges and rules to follow.

To achieve success in telephone sales, try this.
  • The cold call sales pitch you recorded
  • What you need to know about practicing speeches
  • Voice training from an expert has helped many sales professionals connect more effectively with prospects.
  • Using a voice that projects politeness and professionalism increases the likelihood of convincing customers.

15. Generate excitement around an item as an optional add-on.

Or, if you're able to offer something such as a coupon code or a specified time period, mention it so they know what they can expect to find on your webpage.
Interested in telling your story?

Remember that customizing your sales pitch is what sets outcome-driven selling apart from other types of sales. Focusing on what a customer cares about and cutting the features is how you can deliver quality instead of quantity.

How does it work?

The less time it takes to engage an audience, the more effective your posts are. It's important to follow up on your initial posts in order to convert them into a sale or sign up for a service.

16. Take Advantage Of Automation

Enhancing work productivity with the use of automation

How can a CRM help you:
  • How to manage your sales contacts
  • Track your business sales
  • Review performance analysis so you can reach your sales goals
With VoIP, you can use your CRM and call tracking at the same time. If you haven't made a call yet, that's ok because VoIP features unique features such as routing tricks and caller ID to make your calls more efficient.
Using VoIP in combination with a call tracking tool or add-on will allow you to work on your business while you track and record pertinent information. When direct calls from customers can be recorded, marketers can easily track the resulting sales. When data is captured within a sales tool like Pipedrive, it can easily be shared with high-level inside sales teams in real-time.

With a call tracking feature, you can now track calls, keep notes and connect to insights all within your Pipedrive account. The new update comes with high-quality audio that has been recorded through your phone, computer, or anywhere else.

17. The Key To Building Important Relationships

Staying in contact with clients throughout the sales process is key and should be a focus from the very beginning.

How it works

Building mutually beneficial relationships throughout the sales cycle can improve the odds of:
  • How to sell more products
  • Four ways to retain customers better
  • Success has never been earned.
  • Whether you are a customer or looking to train your employees, finely tuned telephone skills have value.
  • Do what you can to follow the tips outlined by experts here, then use your CRM to track how many people reached out to you and how much revenue you make from it.
  • The number of cold calls that lead to a follow-up
  • Get more sales leads with aggressive objections.
Regardless of what you do, learning how to handle yourself confidently over the phone will put you ahead of the game success-wise any time you need to introduce yourself to somebody new or influence their perspective.

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