Mom Knows Best: How to Ace Your Sales Calls

Mom Knows Best How to Ace Your Sales Calls

Have you ever hung up a sales call feeling like you just sat through a lecture about broccoli? You know, the kind where the information goes in one ear and out the other? Let me tell you, a recent sales encounter reminded me exactly of those childhood dinner table battles. But here’s the surprising twist: it taught me some valuable lessons – from my Mom!

Believe it or not, some of the best sales call tips I’ve ever gotten came from Mom.  Sure, they weren’t explicitly about sales, but the core principles translate surprisingly well. 

So, in celebration of Mother’s Day, it’s time to learn how to win over clients with a little Mom lesson. Let’s revisit some of the timeless pieces of advice our Mom gave us when we were growing up. We might not have realized it back then, but these nuggets of wisdom kept us healthy, got us out of trouble, and prepared us to become responsible adults.

And now, these same old “Mom-isms” can help us engage in better sales conversations with our leads and prospects. Here’s how:

First impressions matter!

Just like Mom always said, “First impressions matter.” When it comes to sales, it means being organized and prepared for your call. Research your prospect and project confidence. 

Channel your inner “good listener” – the one Mom trained you to be at the dinner table. Pay close attention to what your prospect is saying, and show them you’re genuinely interested.

As a sales representative, you might also learn the value of organization and preparation from your mothers. Moms never leave anything to chance; they always have a strategy for everything—including food plans and schedules for traveling.

You must also adapt to similar thinking. You must also take the initiative to thoroughly investigate your prospects, prepare your sales pitch, and foresee any obstacles. As a sales rep, you may effectively communicate your value offer and remain focused and confident during sales conversations by following a well-defined plan of action.

Check out the 10 tips below to help you prepare for your next sales call:

list of how to prepare for sales calls

Don’t Talk With Your Mouth Full! (But Do Talk Clearly)

Remember when Mom told you not to talk with your mouth full? 

This golden rule translates perfectly to sales calls. It’s about active listening, not dominating the conversation. Let your prospect express their needs and avoid interrupting. When it’s your turn to speak, be clear and concise.  

Imagine you’re at a dinner table, politely asking Mom for another helping of mashed potatoes. You wouldn’t shove a spoon in your mouth halfway through the request, right? The same goes for a sales call. Don’t rush into your pitch before the prospect has finished explaining their needs.

Here’s how to put Mom’s wisdom into action:

Listen attentively. Give your prospect space to talk. Resist the urge to jump in and fill pauses. They might be formulating their thoughts or needs.

Ask open-ended questions. Instead of yes or no questions, use prompts that encourage elaboration. For example:

Tell me more about the challenges you’re facing with your current system.

Paraphrase and summarize. Show you’re actively listening by rephrasing what you’ve heard. This clarifies understanding and demonstrates genuine interest. 

So, if I understand correctly, you’re looking for a solution that improves efficiency and reduces costs?

Use nonverbal cues. Maintain eye contact, nod appropriately, and avoid fidgeting. These nonverbal cues signal attentiveness and encourage the prospect to keep talking.

Related: Influencer Interview Series: Mom Was Right!

Persistence Pays Off, But So Does “Please” and “Thank You”

Mom never gave up on getting you to eat your vegetables, did she?  The same goes for sales.  Be persistent (but not pushy) in following up with potential clients.  However, just like you wouldn’t demand another helping of mashed potatoes, a little courtesy goes a long way.  

As a young person, you probably lost count of how many times your mom told you to mind your manners and be polite. As your mom explained, saying “please” meant you acknowledged someone had to go out of their way to do something, while “thank you” meant you were grateful for the effort.

When you ask for something, always say please.
If you get something, always say thank you.
When someone offers something, say yes, please, or no, thank you.

Clearly, your mom was on to something. Saying “please” and “thank you” during sales calls isn’t just good manners, it’s good sales practice, too. 

According to stats cited by Converza, calls that convert are twice as frequently handled by agents with good phone etiquette.

Look People in the Eye (and Really See Them)

Just like making eye contact shows Mom you’re paying attention, it works wonders on sales calls too. Meaningful eye contact translates to attentive listening in the world of sales. It shows the prospect you’re genuinely interested in what they’re saying, not just waiting for your turn to talk. This builds trust and fosters a positive relationship.

stats about consumers buying process

But hey! Try to “see” the person behind the business, too.  

  • Are they excited about a new project?  
  • Do they have a hint of concern in their voice?  

Picking up on these nonverbal cues allows you to tailor your approach and build a rapport that goes deeper than a simple sales pitch.

Maintain focus and actively engage with the customer.  Nod occasionally to show you’re following along. Lean in slightly to demonstrate interest.  Avoid distractions like looking at your phone or glancing around the room.  Keeping your focus on the prospect shows your respect and creates a space for open communication.

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Don’t Interrupt, and Put Their Needs First

Think back to all those times Mom told you not to interrupt.  This applies to sales calls as well.  Allow the customer to fully express themselves.  Practice active listening and understand their challenges.  After all, Mom always said to “put others before yourself,” right?  In sales, that means prioritizing your customer’s needs and finding solutions that benefit them.

statistics customers treated like a person

The importance of listening is arguably the most important lesson Moms can impart to their kids. Particularly in sales, it’s essential to listen more than you speak. You may learn more about what your consumers need, what they’re willing to pay for, and how to best provide them by paying attention to their requirements.

Additionally, clients value attentive listeners. You may tell that you respect their opinions and thoughts by listening to them actively. This creates a solid basis of trust and respect between parties and may result in recommendations or repeat business.

It takes more than simply hearing what someone else has to say to truly listen; you also need to comprehend their viewpoint and feel sympathy for their circumstances. When you attentively listen, you can read body language and other nonverbal clues that can help you decipher your client’s demands.

Mother knows best, check out the ways to know your customers better.

Clean Up Your Plate! (Follow Through is Key)

Remember when Mom insisted you finish your vegetables?  Following through is just as important in sales.  Always follow up on calls, keep your promises, and ensure a smooth next step. It’s about building trust and demonstrating professionalism.

Remember when Mom insisted you finish your vegetables?  Following through is just as important in sales, and it’s key to closing the deal. Just like a half-eaten plate wouldn’t earn you dessert, leaving a sales call with loose ends won’t secure your sale. So, make sure to:

First, always follow up on calls. Just like Mom checked in after dinner to see if you finished everything, a prompt follow-up email after your call reiterates key points, thanks the prospect for their time, and sets a clear next step.

Here’s a sample follow-up email from our sales cadence blog:

sample of follow-up email

Next, keep your promises. If you say you’ll send additional information or schedule a demo, do it promptly. Broken promises erode trust, and trust is the foundation of any successful sale.

Lastly, ensure a smooth next step. 

  • Is there a proposal to send? 
  • A demo to schedule? 

Whatever the next action item is, make sure it happens seamlessly. This shows professionalism and keeps the sales momentum going.

By following through on these steps, you demonstrate that you’re reliable and committed to the prospect’s needs. It’s the professional equivalent of cleaning your plate, and it paves the way for a successful sale.

Thanks, Mom!

It turns out that Mom’s timeless advice is just as valuable in the sales world as it was at the dinner table.  While you might need to adapt these lessons to your specific industry and style, the core principles remain the same.  So, the next time you close a deal, take a moment to thank Mom – she might secretly be proud of your sales prowess after all!

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Not Your Grandma’s Sales Cadence: Selling in 2020
Learn how to create the right sales cadence and the right process in carrying out successful handoffs of leads from marketing to sales, as well as the right channels, content and messaging to use that cohere with the buyer’s needs to help them gauge a customer’s readiness to buy.