How to Conduct a Sales Conference Call

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There are two ways for you to look at sales conference calls. You could either be glad about it because seeing prospective clients on a monitor screen somewhat eases the pressure on you. Or you could be miserable about it because you know that with the physical distance between you and your clients, if you end up boring them, there’s no way for you to prevent them from clicking the X button and leaving your sales conference.

Either way, a job has to be done, and you must perform it impressively.

Tips on Telephone Conference Call Etiquette

Scheduling Calls – It is their call, not yours. So look for a date and time that is amenable to all of them then adjust your calendar accordingly. Remember, at this point, it is you who need them, and not the other way around.

Do not Be Pushy – If they do not like something, you are just doing your job by trying to show them the errors of their thinking, right? That is fine, as long as you do not overdo it. If they have already rejected your offer outright, all that is left to do is to admit defeat gracefully.

Listen More – Prospective clients will be more inclined to avail themselves of whatever you’re offering if you show them that you care about what they think. Listen when they want to tell you something, because bad or good, you will still learn something about them, knowledge that could help you convince them even more of the value of your offer.

Encourage Everyone to Participate – It may be your presentation, but it is all about getting the attendees to like what you are selling. In order to do that, you must ensure that they are having a good time first by encouraging everyone to speak up or at least actively participate in the discussion.

End it with a Smile – "No pressure" is something you should stress at the end of your sales conference. When you emphasize the absence of pressure to buy on their part, clients are more likely to respond better to your offer. Instead, provide them with contact details and let them know that you are always free to explain more about your offer, even if they are not yet fully committed to buying.

Tips on Making a Professional Conference Call

Before the Sales Conference Call:

Schedule the conference at least two weeks in advance then call one week after once more to remind them about it. On the day before the conference, leave a voice message for a final reminder. Keep it short but sweet.

Practice your sales pitch repeatedly. Have an outline and a sales presentation information sheet ready so you can answer all their questions.

If participants need to get a hold of certain documents during the conference call, make sure that they are sent and delivered at least the day before the conference. Have the receipt of these materials confirmed by the delivery company.

During the Conference Call:

Start with a conference call icebreaker. Jokes are usually the best way to make people loosen up.

Introduce yourself then have others introduce themselves as well.

Always remember that you are solely counting on your voice, so speak clearly and in moderate speed. Adjust your tone accordingly to stress what needs stressing.

Although participation and interaction are required from your prospective clients, these must be done at the right time. Inform them, for instance, to note down their questions, as they will be entertained when the presentation is over.

Lastly, remember to finish the call on time as punctuality and adherence to schedule will always reflect positively on you.

Good luck on making that call!