Building Trust: Steps to a Sales Call That Converts

If you're looking to start prospecting, there are key steps to a sales call that you need to take beforehand in order to ensure success.

If you’re looking to start prospecting, there are key steps to a sales call that you need to take beforehand in order to ensure success. I remember when I was first starting out in sales, I would get so nervous before making a call. But once I learned the importance of preparing for a call, it made all the difference.

Here are the key steps to a sales call to build trust before picking up the phone.

7 Steps to a Sales Call

  1. Identify your target audience and create a list of potential customers.
  2. Research each potential customer and learn as much as you can about their needs.
  3. Prepare a sales script that you can use to guide your sales call.
  4. Make initial contact with your potential customer and attempt to establish rapport.
  5. Present your sales pitch in a clear and concise manner.
  6. Be prepared to answer any questions that the potential customer may have.
  7. Close the sale by asking for the business.

How to Start a Sales Call

Want to know the best method for starting a conversation?

Most customers hate meeting with a sales rep.

Because, according to some, sellers are self-centered.

In a survey, 44% of respondents reported that the main reason they dislike meetings with salespeople is that they feel that the salesperson has an agenda and is pressuring them.

25% of respondents said that the reason they don’t answer calls from unknown numbers is that they feel that salespeople are only interested in making the sale.

Salespeople who only care about themselves and making a sale are the reason that 69% of buyers are tired of meeting with salespeople. If salespeople took the time to care about the buyer’s needs, this number would be significantly lower.

It doesn’t have to be this hard.

Once you learn how to start sales conversations, you’ll be a valued advisor your prospect wants to meet up with.

The key to successful sales is being prepared with conversation topics for any situation.

If you’re looking for ways to start a sales call or need a plan for face-to-face meetings, the best way to start a conversation is by being prepared with conversation starters for virtually any situation.

The hardest part of a sales conversation is starting it.

Getting past that awkward first few minutes of a sales phone call can be the most difficult part of the entire sales process.

My mentor used to tell me that the first 20 minutes of any sale are the most important.

A sale is an interaction between a sales rep and a customer.

The phone call isn’t just about closing a sale, it’s also about building a relationship with the customer.

Your first encounter with a prospect should be impactful and should set a positive tone for future conversations.

The salesperson must display enthusiasm, be knowledgeable, and engage in friendly conversation with the customer.

To sell effectively, it’s important to understand that sales occur throughout the buyer’s journey.

A sales call is when you reach out to a potential customer, usually by phone, to convince them to purchase your product or service.

Once they are interested, assess to determine if they are a good fit for our product or service.

Things to Remember When Making a Sales Call

Before sending out any sales or marketing messages, make sure you’re targeting the right audience. This includes making sure you have the correct demographics, such as age, gender, and ethnicity.

Call your prospects at a time when it is most convenient for them. If their lunch break is at noon, then it’s probably not the best time to call them.

If it’s close to lunch or dinner time, then it’s probably not the best time to reach people. Try between 8 AM and 10 AM or 2 PM and 4 PM.

Have your scripts ready to go. You can use the one that your office provides or create your own.

The secret to a successful phone call is to have a well-thought-out script.

Next, you’ll want to begin your conversation with an icebreaker. Create an initial rapport with your lead by telling a funny joke.

When you make your sales call, be sure to ask if you can speak to the contact person. Request a follow-up call, and be sure to present yourself as helpful.

Remind the potential customer where they heard your name. The follow-up call is crucial to finalizing the deal.

Pitching Isn’t the Best Way to Start a Conversation in Sales

Most salespeople begin their interactions with potential customers by trying to sell them something.

These salespeople go on and on about their products and brag about their company.

This is completely wrong.

You’re totally focused on yourself and your own company but your prospects only care about how your product or service can benefit them.

A sales pitch is never going to engage your potential customer.

If you’re looking to set yourself apart from the competition and get the prospect to perceive you as an expert, then stop pitching and start using a different approach.

Build Trust to Start a Sales Conversation

Establish yourself as an expert in your niche to boost your sales.

While these three simple steps seem simple, they can accomplish a lot all at once.

First, being an expert is going to help you stand out from your competition.

Second, it’s going to help you engage prospects in an effective sales conversation.

Lastly, It’ll help you create a very compelling case for why you’re the right person to help solve their problems.

This is key to having an effective conversation with your prospects and closing more deals.

3 Steps to Start Any Sales Conversation

Step 1: Show that you know what’s currently going on in the market.

As salespeople, you have a unique insight into market trends and common problems.

This will make you extremely valuable to your prospects.

If you want to build trust with prospects, share your knowledge with them. Show them that you’re looking out for their best interests and not just your own, and they’ll be more likely to pay attention to what you have to say.

This is a great way to get prospects to pay attention and trust you.

Step 2: List the most common problems that your prospects face.

This builds on the first step because your experience in sales will give you insight into the challenges that your prospects face.

Choose challenges that are a good fit for your product or service.

If the prospect doesn’t face one of those challenges, it might not be the best use of your time to pursue them. Instead, focus on prospects that are more likely to be a good fit.

Step 3:The final step of how to start a sales conversation is to ask your prospect a question.

“Did any of this resonate with you?” is a great way to begin a conversation where you eventually close a sale.


By following these tips, you’ll be on your way to making a successful sales call. Just remember to do your research, know your product, understand your customer’s needs, prepare questions, and practice. With these steps to a sales call in mind, you’ll be sure to make a great impression and close the deal.


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