6 Sales Call Steps to Persuade Undecided Prospects

You were unable to close the sale in person and now you must call back. The entire sale is riding on their answer!

Does what you say on this sales call make a difference?

Absolutely!

The Undecided Make the Difference

In Major League Baseball there are 162 games per year. Every team will win at least 50 games and lose at least 50. It’s the 62 games that are “undecided” that will make the difference!

When it comes to sales, approximately one-third of the prospects you call back have decided “yes” and one-third have decided “no”, leaving one-third undecided.

However, you will lose a large percentage of those that have already decided in your favor if you do not initiate the call and ask for their order. They need to know that you want their business, so call them!

Calling on Those Who’ve Decided “No”

You may be asking yourself if you should make a sales call to the one-third that have decided “no”…the answer is absolutely. The primary reason is you do not know which ones have decided “yes” or “no” until you make the call.

In addition, some of those who initially decided not to go with your solution can still be converted. Maybe they just need a little more information from you or can use your help persuading an internal decision maker.

Moving Prospects from Undecided to Yes

So how do you move those that are undecided to the “yes” column? Here are six steps you should follow when making a sales call to these prospects:

1. Introduce Yourself

Make sure you remind your prospects who you are and what you have previously discussed together.

2. Declare the Purpose of Your Call & How Long the Call Should Run

Next, make it clear why you are calling and give the prospect an idea of how long your call will be.

3. Remind the Prospect of the Top 2 Benefits

Remind your prospects of the top two benefits your solution stands to offer them and their company should they decide to purchase from you.

4. Use Third Party Validation

Utilize third party validation in order to show others your solution actually works. Include success stories from current or past customers in similar industries and situations to the prospect.

If others have experienced success with you, it removes the risk from your buyer, who is considering doing the same thing. The more similar the situation was for the successful party, the more likely your new prospect will proceed.

5. Ask for the Decision

Once you’ve reiterated what you can do for the prospect and conveyed how you’ve had success implementing your solution with other similar businesses, it’s time to ask for the prospect’s decision. Be confident and assertive, and after you’ve asked, wait silently for the answer.

6. Anticipate Objections

More likely than not you’ll have to deal with some objections from prospects, don’t let them discourage you. Address them as they arise and take them in stride.

Remember: Follow up with those who’ve decided to go with your solution and finalize the deal, call the “no”s and see if they can be persuaded to become “yes”es, and call those that are still undecided to reiterate the value of your solution.