How To Start a Sales Call? [15 Tips + Examples for a Successful Call]

So, you've got your prospect list in hand, you're ready to dial the first number, and your heart is racing. After all, this call could either push you past your sales target or usher in a game-changing deal. 

But as soon as the prospect answers, things fall apart.       

They're disinterested, and before you know it, they've hung up. The deal, the connection, and your sales quota remain elusive. 

Sounds familiar? You're not alone. 

Many sales reps grapple with the challenge of opening a sales call that gets prospects hooked right away and keeps them engaged. 

But here's the good news: it doesn't have to be this way. 

In this blog, we'll dive into the nitty-gritty of how to start a sales call with 15 practical tips and examples. So, gear up to turn those frosty call beginnings into warm conversations and, more importantly, successful sales.

Why Is Sales Call Opening Crucial?

The opening of your sales call sets the stage for the rest of the conversation. It's the moment when the prospect forms their first impression of not just the sales rep but also of the solution and the company behind it. 

A well-crafted opener goes beyond mere etiquette; it helps you build trust and credibility. It shows that you're not just another telemarketer reading from a script but rather a genuine professional looking to address their pain points.

When you rush to deliver the message, leaving no room for engagement or interaction, the prospect will label you as a typical telemarketer and be tempted to hang up. 

A well-structured sales call opening line, on the other hand, builds rapport, shows respect for the prospect's time, and sets the tone for a productive conversation. As a result, they will be more willing to engage.

"When you get a cold prospect on the phone, you need to work fast to demonstrate that talking to you is going to be worth their time. If you don't have a strong opener, you'll lose the sale before you even start," says sales expert Anthony Iannarino.

But before we spill the secret to how to start a sales call, there are a few things you must take care of for a smooth sales process.

4 Things To Do Before Making a Sales Call

Before you hop on a sales call, it's essential to prepare diligently to ensure a smooth and compelling opening. The steps you take before dialing that number can make a big difference in how successful your call will be. Here are the four key things to keep in mind:

1. Research the Prospect

When dealing with how to open a sales call, we cannot stress more on research and having a sales call plan. You see, striking up a conversation with a stranger can become far more engaging if you talk about shared interests or topics that are relevant to them. So before you pick up the phone, delve into your prospect's world. 

Explore their role, professional background, and any recent accomplishments or challenges. LinkedIn profiles, company websites, and social media can offer valuable insights. 

This research equips you with valuable nuggets of information that can be woven into your conversation, making your opener more personalized and engaging.

Sales expert Kyle Coleman recommends the 5x5x5 Method to send cold emails:

• Spend 5 minutes for research.
• During research, find 5 key insights like the prospect’s company growth trends, alma mater, interests (sports or regional), and any recent news about funding.
• Write your email in the next 5 minutes.

You can apply the same concept to your sales call process.

2. Focus on Outlining Over Scripting

While having a sales call script can be helpful, remember that your opener shouldn't sound scripted. Again, you don't want to sound like a telemarketer. 

If you come off as rehearsed and robotic, your potential customers will zone out real quick. So, instead of having an elaborate script on how to open a cold sales call, focus on outlining the key points you want to cover.     

This way, you'll be able to roll with the punches and have a real, natural conversation that feels authentic.

Keenan, a leading sales expert, prefers improvisation over scripts. "Improvisation doesn't mean wing it. It means you have a set of key messages you know you must get out, but how you get them out and when is driven by the call," he says.

3. Practice Your Opening

Stand in front of a mirror or record yourself delivering the opener. Pay attention to your tone, pacing, and clarity. 

It might sound clichéd, but practice does make perfect. It helps you internalize the message, making it easier to deliver it confidently during the call.  If you are a rookie rep, sales call tips backed by experts will give you an idea of the best practices they follow to have successful sales calls.

Remember, the more familiar you are with your opening while making sales calls, the more at ease you'll be, and this confidence will resonate with your prospect.

4. Overcome the Fear of Rejection

The fear of hearing a "no" can be paralyzing. But you're not alone. Most sales reps experience anxiety when they face rejection from prospects. 

Sure, sales can be a tough arena, but rejection is part of the game. It doesn't necessarily mean you're doing something wrong. Neither does it question your worth. This is because you don't control how people interpret your message, how they respond, or if they decide to continue the conversation. 

"Focusing on things you don't control is a recipe for being anxious all the time," explains sales expert Josh Braun.

So, how to start a sales call over the phone and not let fear overwhelm you? Try these simple yet effective tips from experts:

• Set the right ambiance and get in the groove. Put on some music, do something you enjoy, or talk to a friend.
• Know your prospect and product well. Understand their pain points, be clear on what difference your product will bring to their workflow, and prepare well for sales objections.
• Lastly, remember your prospects are as human as you. They're not superiors.

11 Ways To Open the Sales Call So Prospects Stay on the Line

Opening a sales call is like delivering the introduction of a speech before a curious yet impatient audience. If you stumble or bore them right from the beginning, you risk losing their interest. But if you kick things off with a killer opening, you'll have the prospect's attention and keep them hooked throughout the conversation. 

Here are 11 effective techniques that will help you avoid any costly mistakes during your sales calls and encourage your prospects to stay on the line:

1. Extend a Friendly Greeting

If you don't know how to start a B2B sales call, a friendly greeting is perhaps the most fundamental and universally accepted option. It lays the foundation for a positive and courteous conversation. When you begin with a warm greeting, you convey politeness, respect, and a genuine interest in engaging with the prospect.

You can say something like:

"Good morning, [prospect's name]. It’s a pleasure speaking to you today.”

Mentioning your prospect's name creates an immediate connection with them and shows it's not another generic sales pitch. Plus, expressing your appreciation to have a conversation with them is a courteous way to set a friendly and engaging tone for the call.

2. Present Yourself and Your Business

When the prospect answers your call, they're likely assessing who you are and why they should engage in the conversation. They might be in the middle of an important task, so it's crucial to provide a clear context before you begin with the sales pitch. Introducing yourself and your company helps them understand who they're talking to and why.

Top-performing SDR Aamir Sohail has a straightforward opener:

"I'm Aamir from [company], that helps [industry] businesses such as yours achieve [goal]."

You see, introducing yourself and your company at the start of the call gives the prospect a clear idea of who you are and what your business does. It allows them to associate your pitch with your identity and your company's reputation. This transparency increases their trust and willingness to engage further.

3. Pose Strategic Initial Questions

As a sales rep, you're not just trying to pitch your solution; you want to engage your prospect in a meaningful conversation. So, if you're trying to figure out how to open a cold sales call, asking strategic initial questions is the way to go. They allow you to smoothly transition from your greeting to the heart of the conversation and pique the prospect's interest, encouraging them to share valuable insights.

Nikita Solberg, an SDR who consistently crushes quotas, asks strategic open-ended questions like:

"What are some of the things that have been eating up your time lately?"

They explain these questions allow prospects to focus on their concerns and prolong the conversation. This is also a great way to learn about their pain points and align your product with their goals.

4. Mention a Mutual Connection

Mentioning someone your prospect knows instantly adds to your credibility. They could be a colleague, friend, or even a shared LinkedIn connection. This can make the prospect more open to the conversation.

For example:

"Hi [prospect's name]. I'm [your name]. [Mutual connection] and I recently had a conversation about [relevant topic], and they thought it would be valuable for us to connect."

This way, you're not only dropping a reference but also highlighting that someone they trust thinks it's a good idea to talk to you. Plus, by mentioning a relevant topic, you subtly introduce what you can help them with.

5. Initiate With Confidence

This is where your pre-call research comes in. When you start a call confidently, it sets a tone of assurance and professionalism, making the prospect more likely to trust you and continue the conversation. When you believe in what you're offering, it will impact their perception of your product, too.

You can say something like:

"Hi [prospect's name]. I'm [your name] from [your company]. I've been working in the [industry] for [X years], helping companies like yours [achieve specific goals]. I believe I can provide some valuable insights into how we can help you [solve pain point].”

This reassures the prospect that they're speaking with a knowledgeable individual who can address their needs.

6. Adapt to the Prospect's Tone of Voice

Think of your everyday conversations. People may respond to you differently based on their mood, personality, or communication style. Similarly, in a sales call, you must be flexible to accommodate the prospect's response. Read their tone and adjust your approach accordingly to build rapport and maintain a smooth conversation.

"It's not what you say, but how you say it," says sales expert Patrick Dang.

If he's calling a prospect for the first time, he tries to maintain a confident, positive, and friendly tone. Here's how he opens his sales call:

"Hey [prospect's name], it's Patrick from [company]. How are you doing today?"

When you're calling the prospect for the first time, they might be a bit formal and reserved. Here, using such safe openers works. Instead of launching into an overly enthusiastic and casual introduction, it allows you to respond with a more professional tone.

7. Make a Competitor Reference

There's nothing more powerful to pique the prospect's interest than mentioning a competitor. It immediately establishes relevance and proves your industry knowledge. Plus, it is relevant and encourages the prospect to continue the conversation.

You can say something like:

"Hi [prospect's name]. I'm [your name] from [company]. We recently worked with [competitor] and helped them achieve [result]. If you have a few minutes, I can explain how we can help [prospect's company] achieve the same."

This not only shows that you've done your homework but also subtly highlights that you're not just selling a product but providing a competitive edge. It makes the prospect curious to learn what their competitor is up to and how you've helped them grow.

8. Address Pain Points

Mentioning the prospect's pain points in your sales call opener is an excellent sales strategy. It shows that you've done your homework and are genuinely interested in helping them. Plus, it positions you as a problem solver rather than just a salesperson.

For example:

"You're following [specific process to prospect's company] currently, correct? (Pause for reply) I've noticed companies like [competitors] who follow this [specific process] often struggle with [pain points]. Are you experiencing similar difficulties?”

This not only reassures them that their competitors are facing a similar problem but also hints that you can help them solve it.

9. Incorporate Insights From Their Social Profiles

Don't just stalk your prospect's socials to learn their pain points and goals. Look for interesting bits of information that you can use when you open a sales call. It could be recent updates, shared articles, or any personal achievements they've highlighted.

Ashley Dees, a sales rep with nearly a decade of experience, looks up interesting information about the prospect, like a blog they wrote, and brings it up during the call. For example, she’d say:

"I read your article on [topic]. I thought #5 was really cool, where you mentioned how important experimentation is in emails."

She says this leaves the prospect impressed and makes them want to keep the conversation going.

10. Cite a Contact Within Their Company

Were you directed to the prospect by someone else in their company? Mention it. This not only builds familiarity but can also influence the conversation, making them more likely to listen and engage.

Here's an example:

"Hi [prospect's name]. I'm [your name] from [your company]. [Colleague] from [department] suggested I reach out to you to explore how we can help you [achieve goal]."

This immediately establishes credibility and trust as the prospect knows their colleague has vouched for your expertise.

11. Express Appreciation for Their Time

Time is a precious resource, and your prospects are often busy individuals. When you take a moment to thank them for their time, it's not just about being polite but also about respecting their hectic schedule and wanting the conversation to be worthwhile for them.

You can say something like:

"Hi [prospect's name]. Thanks for taking my call. As a [prospect’s role], I understand you must have a busy day ahead. Can I just take 30 seconds of your time to explain why I called?"

It's a simple yet effective way if you're looking for how to start a sales call and build rapport. Moreover, it emphasizes that you are here to provide value and are committed to making the conversation as concise and beneficial as possible.

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