A successful sales call is a key step in winning new clients. With so much on the line, it’s important to make sure you’re fully prepared before you pick up the phone. Conducting a practice sales call with your manager, team, or yourself is a very effective way to get ready for a high-stakes meeting. Here are six reasons to go over your presentations before the real thing.
1. Shake Off the Nerves
It’s normal to feel nervous before a big pitch, particularly if you’re new to sales. A rehearsal can help you get more comfortable and shake off any nervous energy you may be feeling. This will help you put your best foot forward with potential clients. Having regular calls will make the process feel less daunting and more like another day at the office. This is also an opportunity to talk through your fears and concerns with your supervisor, if they ever observe.
Schedule these exercises frequently to keep your sales muscles sharp, regardless of whether you have any active leads or not. If you find that you get anxious when talking with potential customers, use your rehearsal calls as an opportunity to try coping mechanisms. This could include positive self-talk before, taking deep breaths, and accepting all potential outcomes.
2. Improve Self-Awareness
Practicing is also a great opportunity to improve your self-awareness and work on things like your tone, body language, and eye contact. This is particularly important since so many sales presentations today happen via video chat, rather than over the phone. Use a screen recorder to tape yourself as you run through what you need to say. That way, you can review them afterward.
Reviewing a video will help you identify behavior patterns you might not have been aware of. For example, you might have a nervous habit of looking down or playing with your hair. Once you’re aware of this behavior, you can take the steps necessary to quit. Over time, you’ll be able to eliminate these bad habits and appear more calm and confident.
3. Refine Your Word Choice
A rehearsal is also a great opportunity to refine your sales language. When you’re reviewing your footage, take note of which words and phrases generated a positive response. You’ll also want to keep an eye out for areas where you could improve your phrasing. You could even have the audio transcribed and review the written version. Using the Command+F shortcut to search your speech can reveal if you repeat certain words or phrases too often.
Finding the right language for a pitch is tricky. It’s important to be poised and professional, and you’ll need to be deeply knowledgeable about the product you’re selling. However, you’ll also need to be warm and conversational enough to make a strong connection with your prospect. Work with your manager or team members to develop an approach that works for you. If you work with sales professionals who have been at it longer than you have, ask them how they figured it out. They’ll probably give you a few great tips and tricks.
4. Prepare For a Wide Range of Scenarios
Your upcoming sales pitch could go a variety of different ways. Sure, the lead might be excited about your product, but they could also be indifferent or even confused. Run multiple rehearsals to prepare for many different scenarios. And keep in mind, nothing is too crazy. This will help you learn to think on your feet and adapt quickly.
In addition to practicing a standard cold call, you should also have other types of calls in your back pocket. For example, many deals will require multiple follow-ups to close. You might also need to upsell new products to existing customers. Think about what these discussions will look like and what you’ll say. That way, you’re ready for anything that comes your way.
5. Get Feedback From Your Team
Practices are a great opportunity for your sales team to bond and work together. If possible, have mock sessions with everyone on your team. Ask for detailed feedback from both your manager and your team members. They will provide helpful perspective and guidance so you can improve your techniques and find strategies that resonate.
Detailed feedback sessions will help you better understand how customers perceive you. In particular, seek out critiques from your more experienced peers, as they have a good idea of what works and what doesn’t. If possible, watch your team member’s presentations as well to identify their most effective strategies.
6. Test New Approaches
If you have a new sales technique you’ve been wanting to try, running through a mock presentation is the perfect opportunity to test it out. You’ll be able to do something new in a safe space, without the risk of losing a sale. Regular practice calls allow you to be more creative with your strategies so you can make a bigger impact.
If you’ve been using the same sales techniques for a long time, your approach could start to feel stale. Trying new techniques periodically is a necessary step toward improvement. You’ll also need to adjust your sales strategy to accommodate new product features and company standards.
Final Thoughts
With so much on the line at each sales call, preparation is key. Rehearsing your pitch will help you feel more comfortable talking to potential customers. It’ll also help you improve and refine your sales strategy over time. Schedule these presentations regularly to keep your skills sharp.
