How to prep for your calls and what to do when you get there

Research

Get on LinkedIn or Google and do some stalking. Who are you speaking with today? Why did you think they'd make a good customer? What job do they need done and what angle will you be playing up as a result?

Get in the problem (head)space

A sales call is not about you. Nor about your offer. This call is about the prospect and their problems. With the background research, you should be able to tailor your pitch to this person and their job-to-be-done.

View the call as a conversation

The crux of selling well isn't convincing uninterested people to care so much they lay dollars at your feet. It’s connecting with the human person on the other side of the call and determining if the two of you are a good fit.

Case in point? Sales software startup Gong, upon reviewing millions of sales calls and emails, revealed one phrase that improved the success of a call by 6x:

“How have you been?”

Leaving room for human connection and spontaneity like that requires familiarity with the script. Use it as a guide, but don’t read from it.

Leave preoccupation at the door

Close those Chrome tabs. Meditate. Get the fidget toy ready. Whatever you need to help devote your attention to this call. Being present will genuinely make the whole thing easier.

Don’t get attached to an outcome

Yes, you want to close, but not at any cost. If you keep your focus on helping the prospect and listening to what they have to say, the calls will naturally steer themselves toward a good outcome, even if that outcome isn’t signing a new customer.

Breathe

You got this. You’re going to ask the right questions and take charge of this call. But you’re not going to let an objective distract you from paying attention in the moment.

Be friendly. Bring the energy. Remain human, not salesy.