How to achieve a +30% closing rate on your sales calls

[Ehsanuls55]

Sales calls can be stressful. But with a little preparation, they can help you close more sales.

You have probably already mastered segmentation in Sales Navigator , you have already created advanced sequences on Linkedin , you have a brand strategy and a message tailored to your target audience.

You are generating meetings, but you are still not achieving a conversion rate above 30%.

It’s a lofty goal, but the average SaaS conversion rate is 22% . And if you’re reading this, it’s because you don’t want to be average!

How can you increase your conversion? If your targeting and copywriting are good, it's canadian ceo email list probably because your sales call sequencing is bad.

Whether it's inbound or outbound sales calls , if your Ideal Client (ICP) agreed to the call, you should be able to achieve this +30% conversion rate.

A bad call sequence will make it harder for you to close a sale. Ask any great salesperson you know: A good sales call, even if it seems like it, is not improvised.

It’s a scripted performance that you put on for your prospect. A theatrical, yet carefully scripted dialogue that feels very natural and “authentic” thanks to one thing: A proper calling sequence.

If you are a great actor, you can even play with the fluency, intonation, volume and accentuation of your voice.

Looking to boost your conversion metrics? Then read on!

Why is it important to structure your sales calls well ?
Let's get one thing straight : You can't wing it on a sales call.

Every detail matters, and a great call sequence will allow you to control every detail.

For a sales call to work:

You need to understand what your lead's current problems are.
Your product may have multiple use cases – you need to understand which one applies to your prospect.

Don't highlight the features of your product. NEVER! Listen carefully to the problem and explain to your lead how you can help solve it.

If you focus only on features, your lead may think: This person knows a lot but nothing they say applies to my situation!

When you understand this, you are in a position to help your lead solve their problems.
It may happen that by focusing on a single benefit, you only consider 20% of what your product can do.

But this 20% is all the lead needs. They don't need to know about the other features of your product!

If you mention more features, the message is diluted. Focus on solving the main problem and offering simple and direct value.

If this works, then you will need to set the next steps and timeline.
If there was interest, you should know the next step by the end of the meeting. People have an agenda of their own: a hot topic may need a solution soon, but they may not be able to devote the time or resources to it now.

All while building the foundation of every great relationship: trust .
People don't just buy a product, they buy a relationship. If you have great branding and communication, they will boost their relationship with your product.

If you are a young company, your sales team is the starting point of this relationship. Trust is key!

Building trust on a first sales call is a big deal, and it can only be achieved with a clear sequence. Here is a suggested 45-minute sequence for an initial contact:

First 30 Seconds – Building a Connection .
This is probably the most important step of the call. If you fail, you won’t get the information you need to generate value. If you get this right, the rest will fall into place!
Between 1 and 15 minutes: – Discovery time: Without showing your product, without sharing your screen, just ask to understand what the problem is to be solved. An indicator to know if you are doing it right: Your prospect should be talking three times more than you! They complain, you listen and take notes.
15-35min mark – Now that you understand what they need to solve, explain how your product will solve this problem.
35-45min mark – Close and establish concrete next steps.
FIVA is key here to measure real interest, establish a timeline and define next steps.

Obviously, a great sales call is always followed by a great follow-up email with detailed information and next steps.

Before we dive into that, let's talk about one thing: preparation.