Have you ever ended a sales call feeling like you just sat through a lecture about eating your veggies? You know, the kind where your prospect nods along, but nothing really sticks? Well, funny enough, a recent sales experience made me realize that some of the best sales call tips actually come from an unexpected source—Mom!
Turns out, the wisdom she drilled into us as kids can help you ace your sales calls like a pro. From first impressions to follow-ups, Mom in sales is a force to be reckoned with. Let’s break down some of her best lessons and how they apply to your sales conversations.
First Impressions Matter—So Show Up Prepared!
Remember how Mom always made sure you looked presentable before heading out? Whether it was neatly combed hair or wearing clean clothes, she knew that first impressions count. The same applies to sales.
Before jumping on a call, do your homework. Research your prospect, understand their pain points, and have a game plan. Confidence doesn’t come from winging it—it comes from preparation. A well-prepared sales rep can instantly build credibility and keep the conversation focused.
And just like how Mom in sales always had a plan (whether it was meal prep or travel itineraries), you need one too. Have a structure for your calls, anticipate objections, and always have a backup plan. These small steps can make a big difference in how smoothly your conversation flows.
Speaking of being prepared, here are examples of winning sales cadence.
Don’t Talk With Your Mouth Full—And Don’t Overwhelm Your Prospect
Mom knows best, and her golden rule of dinner table etiquette is also one of the best sales call tips you’ll ever get: Don’t dominate the conversation! You wouldn’t talk with a mouth full of mashed potatoes—so don’t overwhelm your prospect with a nonstop pitch either.
Instead, practice active listening. Let your prospect express their needs first, and when it’s your turn to speak, be clear and concise. Here’s how to put sales calls tips from mom into action:
- Listen more than you speak. Give your prospect space to talk—those silences? They’re not awkward, they’re valuable.
- Ask open-ended questions. “Tell me more about the challenges you’re facing” works way better than a simple yes/no question.
- Paraphrase and summarize. Show you’re paying attention by repeating key points in your own words. This builds trust and ensures you’re aligned.
- Use nonverbal cues. If it’s a video call, nod occasionally and make eye contact. If it’s a phone call, be mindful of your tone and pacing.
Following this advice? You’re already on your way to ace your sales calls like a pro!
Persistence Pays Off—But So Do “Please” and “Thank You”
Mom in sales never gave up on getting you to eat your vegetables, right? She also taught you the power of good manners. The same principles apply to sales. Follow up with leads, stay persistent—but never pushy.
Just like you wouldn’t demand dessert without saying “please,” you shouldn’t expect a prospect to move forward without showing appreciation for their time.
A little courtesy goes a long way:
- Say ‘thank you’ at the end of every call. Expressing gratitude makes a lasting impression.
- Use polite language in follow-ups. “I appreciate your time” sounds way better than “Just checking in.”
- Acknowledge their effort. If they’ve taken time to consider your offer, recognize it! A simple “I know your schedule is packed, so I appreciate you giving this thought” can go a long way.
The best sales reps know that a respectful, considerate approach wins over prospects faster than aggressive selling. Mom in sales would definitely approve!
Related: Sales Cadence for Sales Leaders
Look People in the Eye—Even on a Sales Call
Mom knows best and always tellstold you to make eye contact when talking to someone—it shows respect and confidence. While you might not always have the luxury of face-to-face meetings, the same rule applies to virtual calls or phone conversations.
Here’s how to “look your prospect in the eye” in a sales setting:
- On video calls: Make sure you’re looking at the camera, not just the screen. This helps build trust and connection.
- On phone calls: Pay attention to tone, pauses, and subtle cues in their voice. Are they excited? Hesitant? Adjust your approach accordingly.
- Read between the lines. Are they engaged in the conversation, or do they sound distracted? Picking up on these nuances helps you tailor your pitch to their mood and needs.
When you ace your sales calls with active listening and real engagement, you stand out from the crowd.
Don’t Interrupt—And Put Your Prospect’s Needs First
“Let them finish talking!” If you grew up hearing this, consider yourself lucky—because it’s one of the most powerful sales calls tips from mom you can apply today.
Jumping in too soon or cutting off your prospect can derail a conversation. Instead:
- Give them space to express their concerns. Even if you think you know what they’re going to say, let them say it!
- Show empathy. Your goal isn’t just to sell—it’s to solve a problem. Understanding their struggles helps you provide real value.
- Make it about them, not you. Instead of saying, “We offer the best solution,” try, “Here’s how this solution can make your job easier.”
Follow Through—Because Half-Eaten Dinners (And Half-Done Deals) Don’t Cut It
Mom knows best, and she never let you leave the table until your plate was clean. In sales, that means following up and keeping your promises. The best sales call tips don’t end when the call does—they carry through the entire sales process.
- Send a follow-up email. Reiterate key points and outline the next steps.
- Keep your word. If you promised more info or a follow-up call, don’t let it slip through the cracks.
- Make the next step easy. Whether it’s a demo, proposal, or another meeting, guide them seamlessly to the next stage.
Sales success isn’t just about great calls—it’s about building relationships. And just like Mom in sales taught you, reliability is everything.
Thanks, Mom!
Who knew that childhood lessons would turn into some of the best sales call tips out there? Whether it’s making a great first impression, practicing good manners, or following through, these timeless nuggets of wisdom can help you ace your sales calls with confidence.
So next time you book a meeting, remember: Mom knows best. And she’d probably love to hear about that big deal you just closed!
