Not too long ago, I put out a video of a re-enactment of me on a phone sales call. The YouTube community slaughtered me in the comments saying how it was so fake and my approach would never work.
I was pretty shocked by people’s reactions given that I’ve made that phone sales call a million times — and I’ve used it to successfully set thousands of appointments.
So this time around, I decided to ask one of my real-life clients to help me re-enact our first sales conversation together to show you exactly how it’s done.
The client in this video is a company president and the conversation between us is a true re-enactment of the first phone sales call that occurred between us. I repeat: Everything in this call is real. It’s a re-enactment of an actual phone sales call that led to a large piece of business.
When you watch this phone sales call, pay close attention not only to what I say, but also how I say it. Take care to notice the way I react to any pushback, as well.
In this video, I’m going to show you a shocking real-life phone sales call to a company president.
Check it out:
Phone Sales Call Video Summary:
Phone Sales Call Phone Sales Call Prospect: Hi, this is [PROSPECT].
Phone Sales Call Phone Sales Call Salesperson: Hey [PROSPECT], it’s [SALESPERSON] calling. How have you been?
Phone Sales Call Prospect: I’m good, thanks, but I don’t really have time to talk right now.
Phone Sales Call Salesperson: OK, I totally understand. Would it be OK if I just took 30 seconds to tell you why I called and then if it doesn’t make sense to continue, we can just hang up? Does that sound fair?
Phone Sales Call Prospect: Yeah, I guess.
Phone Sales Call Salesperson: OK, thanks. The reason for my call is that I recently sent you a copy of my book, The High-Velocity Sales Organization, and I wanted to see if you got it. Have you seen it come through by any chance?
Phone Sales Call Prospect: No, I haven’t seen it.
Phone Sales Call Salesperson: Hm, OK. Well, I’ll make sure that we resend that today. As a sales strategist, I work with senior leaders to develop the strategy to dramatically increase sales. What we’re seeing out there right now from our internal data is that in the financial industry alone, quota attainment of sales teams has actually dropped from 63% to 53% in just the past five years. In fact, right now our clients are coming to us for three key reasons. They’re struggling to find new talent to scale their teams, they’re worried that their salespeople aren’t making the most of existing sales opportunities, or finally, they’re just frustrated with the general lack of sales prospecting and lead generation from the team.Do any of those issues ring true to you?
Phone Sales Call Prospect: Yeah, of course, but I’m kind of all set with this.
Phone Sales Call Salesperson: You are? OK, that sounds fair. I mean, it sounds like this call just may not make sense right now. Before I hang up, can I just ask one last question?
Phone Sales Call Prospect: Yeah, sure.
Phone Sales Call Salesperson: If you could improve one thing with your sales organization right now, what would it be?
Phone Sales Call Prospect: Uh, you know, close more sales.
Phone Sales Call Salesperson: Tell me just a little bit more about that.
Phone Sales Call Prospect: Alright. Well, you know, we see a lot of people and I think if folks were just closing more consistently, of course that would make the numbers work better.
Phone Sales Call Salesperson: Mm-hm, that makes sense. I mean, we hear that all the time, of course. Can you just paint me a little bit more of a picture of what you see happening right now?
Phone Sales Call Prospect: You know, it’s something we see a lot I think in a lot of industries and in particular, yours, just people digging a little bit deeper and really, really getting to the root causes of what clients are saying and just making sure they’re following up on what’s important.
Phone Sales Call Salesperson: Mm-hm, and you feel like they’re not really doing an incredibly strong job of that right now?
Phone Sales Call Prospect: You know, there’s people that are doing a great job but everybody could use some work.
Phone Sales Call Salesperson: I mean, if you were able to get your existing team firing more on all cylinders, what do you think it could mean in potential upside revenues?
Phone Sales Call Prospect: We got a lot of upside. Right now one of the things I’m excited about is the opportunity to move forward but we’re doing a lot.
Phone Sales Call Salesperson: Mm-hm, I mean, just ballpark, what do you think could be upside for getting the team firing?
Phone Sales Call Prospect: Oh, if we moved our close ratio up a bit more, digging a little bit deeper over time, then short-term it could probably run up another half million dollars in revenue.
Phone Sales Call Salesperson: Mm-hm, yeah, that makes sense. Can I make a recommendation?
Phone Sales Call Prospect: Yeah, sure.
Phone Sales Call Salesperson: Why don’t we schedule a meeting at your office where we can discuss this further and I can show you some of the best practices of what my best clients are doing to address this issue, particularly around close ratio and closing sales. Does that make sense for you?
Phone Sales Call Prospect: You know, it’s so important, I’m just really busy right now. I think maybe a couple of months out probably would be a better time for me.
Phone Sales Call Salesperson: OK, that’s totally fine. But just before we get off the phone: Usually when clients want to push an initial meeting down the road, it means that this is just not a priority right now. I mean, is that the case here?
Phone Sales Call Prospect: No, it’s definitely a priority.
Phone Sales Call Salesperson: Fair enough. Just looking at your calendar, is there not one hour over the next two weeks that you think might work for you?
Phone Sales Call Prospect: Well, I’ll tell you what, if you can do Tuesday morning the 15th, we could spend a little while together.
Phone Sales Call Salesperson: OK, actually that works for me. What’s the best time that works for you on that morning?
Phone Sales Call Prospect: The only time I have is 8:00 AM.
Phone Sales Call Salesperson: Perfect. Perfect. I can actually make that work. That’s great. What address should I meet you at?
Phone Sales Call Prospect: [ADDRESS]
Phone Sales Call Salesperson: OK, perfect. I’ve got that. That’s headquarters. And just before we get off here, is there anyone else that you’d want to include in this conversation?
Phone Sales Call Prospect: No, just me.
Phone Sales Call Salesperson: OK, great. Before I hang up, I want to make sure that I resend you a copy of my book just to give you a sense of my sales strategy, methodology, and philosophy. Does that sound good?
Phone Sales Call Prospect: Yeah.
Phone Sales Call Salesperson: Great, so would that same address work for you?
Phone Sales Call Prospect: Yeah, same address.
Phone Sales Call Salesperson: Perfect. What I’ll do is send you a calendar invite for our meeting at your office at 8:00 AM on the 15th and I look forward to meeting you there.
Phone Sales Call Prospect: Yeah, sounds good. Look forward to it.
Phone Sales Call Salesperson: Alright, thanks.
Phone Sales Call Prospect: Thanks.
So, there you have it. That’s a real-life phone sales call to a company president. Again, it’s a re-enactment but it’s a very real call. I want to hear from you. Which part of this phone sales call did you find most useful? Be sure to share down below in the comments section to get involved in the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.