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Science-Backed Tips for Making Better Sales Calls

Sales calls are an essential tool for growing any business. They allow businesses to reach out directly to potential customers, build relationships, and understand their needs better. Through sales calls, businesses can build trust with their customers, explain the features and benefits of their products and services, and close deals. By staying in touch with their customers, businesses can also get feedback on their products and services and make improvements. Sales calls are an important part of any successful business.


Sales calls can be a daunting task, but they are an essential part of growing a successful business. By using science-backed tips, you can improve your sales calls and increase your chances of success. Here are some proven strategies for making better sales calls:


1. Start with a positive mindset.

Starting a call

Research has shown that salespeople with a positive attitude are more successful in their sales efforts. So, before making a sales call, take a moment to remind yourself of your successes and focus on the potential benefits for both you and the potential client. This will help to boost your confidence and put you in the right frame of mind for the call.

Always start your call in a style. One study looked into ways to boost the tips hotel wait staff receive for providing room service. To the amazement of the researchers, the waiters only needed to begin with a compliment. Waiters greeted hotel visitors as soon as they entered their door and provided a favorable weather report for the day.


2. Do your research.


Before making a sales call, it's important to gather as much information as you can about the potential client. This will not only help you tailor your pitch, but it will also show the client that you're invested in their needs and interests. Visit the client's website and social media profiles to learn more about their business and what they value. This will give you a better understanding of their needs and allow you to tailor your pitch accordingly.

Technology has simplified this for sales representatives because social media and customer databases allow sales teams to learn more about customers before reaching out to make sales.


3. Use a personalized approach.

Personalize sales call

Personalized sales efforts are more effective than generic ones, according to a study published in the Journal of Marketing. So, during your sales call, make an effort to address the potential client by name and tailor your pitch to their specific needs and interests. This might involve discussing a pain point that the client has mentioned in a previous conversation or highlighting a feature of your product or service that aligns with their goals.


4. Be an active listener.

Actively listening

Sales calls are not just about talking, they're also about listening. Make an effort to really hear what the potential client is saying and ask questions to clarify their needs and concerns. This will not only show that you're interested in their perspective, but it will also give you valuable information that you can use to tailor your pitch. Active listening involves paying attention to both the words that the client is saying and their nonverbal cues, such as their tone of voice and body language.

5. Use social proof.

People are more likely to make a purchase if they know that others have made the same decision, according to a study published in the Journal of Consumer Research. So, during your sales call, consider mentioning other clients or customers who have had success with your product or service. This can help to build trust and credibility. For example, you might say something like, "Our product has helped many other businesses in your industry to save time and money. Here are a few examples of companies that have seen success with our product..."

Explore more: How to Use Social Proof to Sell Better and Faster

6. Follow up

Follow up

Finally, don't forget to follow up after your sales call. Whether it's with a thank-you note or an email outlining the key points of your conversation, following up shows that you're serious about the potential client and helps to keep the conversation going. It's also a good opportunity to provide additional information or resources that the client might find valuable.

Did you know that 60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt?



Don't give up! These science-backed tips will help you improve your sales calls and increase your chances of success. Although getting new clients can be tough, it's important to keep a positive mindset and remember that every 'no' gets you closer to a 'yes.' When you finally do land that meeting or call, make sure to personalize your approach and really listen to what the other person is saying. By being genuine and authentic, you'll build trust and credibility - two key ingredients for success. If this sounds like too much work and you need help growing your eCommerce business, we're here for you! Our team of experts can take care of all the selling so that you can focus on what matters most: running your business. Contact us today to get started.

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