Most sales people hate making sales (I like using “service”) calls. Any call is easy to make when you have a good reason or a compelling value proposition. If you don’t have one, create one based on your clients needs and wants. Service your clients first! Be of value to them. You should come from a posture of helping, rather than sales oriented.

Here’s my personal outline of 3 simple steps to a productive sales (service) call. You can develop a phone script around these 3 bullet points if necessary to keep you inline with the purpose of your call.

STEP 1. Deliver – Deliver the initial info requested, updated info ( price reductions, sales of product or services, interest rates dropped, market changes, etc.), or a just curtesy check-in regarding a request or seeing how your system is working, i.e. property searches or other proprietary systems or software.

STEP 2. Gather – Always ask beneficial questions. Gather additional data to move forward, overcome any objections (be proactive, do preventive maintenance)  Lead your client down the path of servicing them by fact finding and ultimately having a solution for their needs.

STEP 3. What’s next? – Never end a conversation without setting the next appointment or assigning a task with an additional follow up. If possible, set a face-to-face appointment, or again set a task deadline or explain the next step in the process; you should always know the next step, the next call to action, even if it’s just setting up the next follow up call down the road. 

Depending on your industry and client profile, you can create a repeatable and successful dialogue or phone script for your prospecting needs. The key is to have an end goal or call to action in every sales (service) call.