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How o increase your success rate when attempting to call B2B sales leads

Voss Graham, author of Three Games of Selling, notes that it can take up to ten 'touches' to close a sale of complex B2B services. A common mistake among sales people, according to Graham, is expecting to close with a large B2B Sales Lead with just one sales call.

What the initial call can do is pave the way for successful lead nurturing, and ultimately, a sale. Here are a few tips for handling that important first contact.

Open the conversation by identifying yourself, your company and the reason for your call. You may need to remind the prospect of their request for information.

Be careful never to refer to 'the lead you submitted,' or in any other way label the person you're speaking to as a lead or prospect during your conversation.

Ask the right questions, ones that will add depth to the information you already have. You might ask, for example, what motivated them to begin searching, or what key benefit they expect to receive from the services they're seeking.

Get centered before each sales call. This advice comes from a CBS Moneywatch article, which advised focusing your intent on the customer. Don't think about what you're going to say next. Listen, then respond, then ask another question.

Show personal interest. Give your prospect the opportunity to talk about their biggest challenges when making such buying decisions or about their experiences with other vendors.

Don't dodge the pricing question. Giving your prospect an idea of the price range to expect can help to establish trust.

Ask which of your competitors your prospect is considering. This information can help you point out to your B2B sales lead your unique selling points.
Tips for Success when Calling B2B Sales Leads

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