How can you communicate assertively and manage stress during a sales call?

2 How to prepare for a sales call

One of the best ways to reduce stress and communicate assertively during a sales call is to prepare well in advance. Before you make the call, do some research on your customer, their needs, goals, challenges, and preferences. Have a clear objective and a plan for the call, including the questions you want to ask, the value proposition you want to present, and the next steps you want to propose. Also, anticipate possible objections or concerns that your customer might have, and prepare some responses or solutions. Finally, practice your pitch and your tone of voice, and make sure you have all the necessary tools and materials ready.

3 How to start a sales call

Beginning a sales call is an important step in setting the tone and direction for the rest of the conversation. To make a good first impression, build rapport, and show interest and respect for your customer, start off by greeting them warmly and introducing yourself and your company. Additionally, thank them for their time and confirm their availability and agenda for the call. Show empathy if they are facing any challenges or difficulties, and compliment them on something positive or relevant. Lastly, ask an open-ended question that relates to their needs, goals, or pain points, and listen actively to their answer.

4 How to handle objections or rejections

Dealing with objections or rejections from your customer can be a stressful and challenging aspect of a sales call. However, you can handle them assertively and effectively by following some tips. It is important to not take them personally or get defensive, as they are not about you but about your customer's needs, concerns, or expectations. Additionally, do not argue or interrupt, but rather listen carefully and empathize with their point of view. Acknowledge their feelings and validate their concerns. Moreover, do not give up or agree too quickly, but ask questions to understand the root cause of their objection or rejection and probe for their underlying needs, motivations, or interests. Furthermore, provide evidence, testimonials, or guarantees to support your value proposition and show how your solution can benefit your customer and solve their problem. Finally, if you have addressed their objections or rejections and built trust and value, you can confidently and politely ask for their commitment or suggest a follow-up action.

5 How to end a sales call

At the end of a sales call, it's important to leave a positive and lasting impression, so that your customer knows what to expect and what to do next. Summarize the main points and outcomes of the call, and emphasize the benefits and value of your solution. Confirm your customer's agreement and commitment, and thank them for their time and interest. Clarify the next steps and responsibilities, setting a deadline and follow-up date. Ask if they have any questions, feedback, or concerns, addressing them promptly and professionally. Lastly, express your appreciation and enthusiasm, ending the call on a friendly and positive note.

6 How to manage your stress after a sales call

After a sales call, you may experience a range of emotions, from relief to disappointment. It is essential to manage your stress and emotions post-call, and gain insight from the experience. To do so, you can take a break and relax, give yourself credit for what you did well, evaluate your performance, seek feedback and support, and finally, move on and focus on the next opportunity. Celebrating your successes and learning from your mistakes can help you make the most of each sales call.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?