Have you ever made mock sales calls? Smart sellers know they need to keep their skills sharp. Best-​practice mock sales call tips can help you practice call-​making in a safe environment. 

While digital engagement with leads is still essential, don’t discount the value that sales calls still offer. Reps, on average, make 52 calls each year. And SalesFuel’s research revealed that phone calls remain the preferred method for buyers to be contacted by sellers. 

Sellers should still prioritize phone outreach when engaging with potential customers, as it allows for more direct, real-​time interaction. But they must use best practices to ensure calls are effective and waste no one’s time.

This is where mock sales-​call exercises can be valuable. These training scenarios involve sellers conducting role-​playing calls with a manager, team member or mentor. 

Steli Efti believes that a mock call is one of the best training tools for sellers.

“[They] allow sales professionals to practice call strategies and prepare for every possible situation,” he writes. 

Efti points out that specific benefits include:

• Preparation for the real world
• Practice countering objections thoughtfully
• Learning new skills or strategies
• Learning how to self-analyze
• Tracked progress over time
• Stress reduction and increased confidence

3 mock sales call tips to refine your skills

To capture those benefits, sellers should ensure their mock scenarios are optimized to deliver the most value. Simple role-​playing without a plan just won’t cut it. 

One of the most important best practices is to act out a full call. Rather than sticking to a specific script or part (like the intro), do a full run-​through. Getting comfortable working through little details will pay off. 

While it is helpful to begin the call with a scripted plan, not every call is going to follow one exactly. Having your practice partner stray a bit will help you learn to adapt and respond. You’ll be prepared for those times when you get an unexpected question or the topic veers. 

Thanks to the exercises, you won’t be caught completely off guard. And you'll be able to respond quickly and naturally. 

Practice apart

Another mock sales call tip is to remove as many visual cues that you can during the role-​playing session. This means you and your partner locate yourselves apart. How does this help?

During most of your real sales calls, you won’t be able to see the person on the other end. Without body language or facial expressions, it can be tough to gauge their level of interest or emotional state. 

That’s why, when practicing, it's crucial to focus on skills that don’t rely on visual cues. This includes honing in on your tone, pacing and listening abilities. You’ll be better prepared to handle those moments where the only feedback you’ll get is what’s spoken.

Always record sessions to analyze

Recording mock calls is incredibly helpful. Sellers and managers can revisit each to analyze and look for improvement opportunities. This, The Brooks Group points out, can highlight your journey and improvement as well.

Want to take your mock calls to the next level? Efti recommends recording videos of your practice sessions. 

“This allows you to see how [your] body language changes over time,” he points out.

As you gain more confidence, you’ll be able to see how your body language and responses change.

When analyzing recordings, he also recommends sellers ask themselves the following:

• How did this call go?
• What did I like?
• What did I not like?
• What was good?
• What was bad?
• Why did the call go the way it went?
• What could I have done differently?

It’s also important to go over each call with a manager and/​or team. As The Brooks Group explains, they can help address the areas you’d like to improve. They can also identify other opportunities you may have missed. 

These mock sales call tips can help refine your phone skills and build confidence. With regular practice, you can handle any situation that arises. Keep refining your approach, and you’ll see significant improvements in your real sales calls.

Photo by LinkedIn Sales Solutions