Mock Sales Call: What Is It? How To Conduct?

March 27, 2023
Mock Sales Calls Build Skills and Confidence

Your mouth is dry, there’s a slight tremor in your voice, and as hard as you try, your knees are shaking. No, you’re not watching the latest horror movie. You’re making your first sales call. Don’t worry; you’ve got this. 

But if you don’t, why not do a little role-playing to find your rhythm and build your confidence? This comprehensive guide will provide everything you need to know about the mock sales call, from defining it to describing why it’s essential to tips on how to conduct it. 

Keep reading, and you’ll confidently make real-world sales calls in no time.

Mock Sales Calls Build Skills and Confidence

What Exactly Do You Mean By a Mock Sales Call?

Simply said, mock calls are practice calls made by the sales manager. As part of their training, sales representatives converse with the trainers on their sales team as though they were on an actual sales call.

Are Mock Sales Calls Beneficial For Your Team?

Here’s why having your sales team do mock sales calls is essential to your team’s success:

Get Your Group Ready For The Real World

Your salespeople may practice difficult circumstances in a relaxed setting with realistic simulated calls without jeopardizing the transaction.

Practice Countering Objections

The most significant problem sales representatives run with is objections. Putting your reps under pressure is the best way to practice countering them.

Learn New Techniques & Talents

No matter how long you’ve been in sales, there are always new tactics to learn and try, like asking open-ended questions or different ways to develop rapport. All of these strategies will establish trust and help you close the deal.

Self-Analyze Technique

Reps can identify areas for improvement and develop more self-awareness by recording and listening to their own mock conversations.

Track Of Progress

Reps may get a lot of confidence by reviewing prior mock call recordings since it helps them understand where they came from.

Reduce Stress

Mock phone conversations are a staple in coaching sessions and can dramatically increase the efficiency of your reps.

Improve Confidence

Your team will feel more confident, and actual sales conversations will go more smoothly the more call scenarios they rehearse.

What Are The Steps To Conduct A Mock Sales Call?

You must take specific actions while cold phoning prospects if you want the interaction to go smoothly. And the following advice will help you consider every factor you need to consider before making a genuine sales call.

Educate Them About The Company’s Core Offerings

The first step in any new member’s training for the sales staff should be to inform them about the services offered by the organization. Introducing goods and services to prospective clients is the core of sales. For this, the sales associate should be well-versed in the list of products and services.

Make a Pre-Call Plan

We know this is a no-brainer, but make sure you have your checklist and script in front of you and that you know as much about the buyer as possible. Success happens when preparation meets opportunity.

Be Prepared to Listen

Good salespeople realize that to get the best results, they should spend less time talking (20%) and more time listening (80%).

Identify The Ideal Customer Profile (ICP)

It is critical to assist the salesperson in understanding the criteria and imagining an ideal client after learning about the company’s products/services.

Be Ready For The Counter Question Sessions

As a sales representative or trainee, you must prepare for the questions (common objections) that your management may throw at you. To completely answer these follow-up questions, you must deeply grasp your company’s goods and services.

Be prepared to ask follow-up questions to help clarify the issue. Of course, if you understand the problem 100%, then you can be ready to move on to finding the solution to their objection.

Choose The Right Environment

You must ensure that you select a nice location that is pleasant and peaceful so that it does not become a hindrance during the pretend call. To properly rehearse the fake call, it is preferable to utilize a cabin with regular temperature and adequate equipment.

Remember To Record Your Call, Always!

The recording benefits both the salesperson and the manager. After each fake call, these recordings will highlight the sales rep’s journey and improvement. You may utilize your CRM to try out an included sales recording software or download a standalone call recording app.

Analyze The Recorded Call & Prepare For Improvements

When making fake calls, take time and space to listen to them carefully and assess the areas for improvement. For instance, did you ask enough follow-up questions? You can use these assessments to help improve your skills.

Discuss Mock Call Pointers With Teammates

The final step in running an excellent fake call session is to review the mock call pointers with your peers and team leader. The areas of development you identified may be addressed with your coworkers and team leaders since they will be crucial in helping you better.

Practice Different Mock Call Scenarios

What Are Some Mock Call Scenarios?

There are many types of call scripts for sales, and representatives of all levels may benefit significantly from rehearsing them. The best part is you can utilize each scene to imitate practically any circumstance. Here are a few types of cold-calling scripts and where they can be used.

Run-of-the-Mill Cold Call

As you might expect, this type of fake call is best suited for SDRs and other rookie sales professionals just getting their feet wet. This scenario familiarizes students with call components like introductions, objection management, and your organization’s precise messaging.

Remember the best times to make these calls when practicing your scripts. Research conducted by InsightSquared has revealed that the most effective time to make cold calls is between 10 a.m. and 4 p.m., with the highest response rate occurring at 10 a.m.

Reminder Calls

It’s a reminder call for your clients, as the name implies. In this case, the sales representative phones the clients to remind them of their arranged appointment. This meeting might take place either virtually or in person.

Appointment Calls

During this crucial sale stage, the salesman must ensure that he has interacted with his prospect. A missed phone call could mean losing out on an important meeting.

Followup Calls

You must remember the importance of the follow-up call when practicing your sales pitch scripts with your colleagues. Ideal for deepening relationships with existing customers, these calls are all about building trust and demonstrating your value.

Promotional Sales Call Scripts

Just like it sounds, a promotional sales call is made to let clients know about a current promotion that is available to them. For example, “you will get 80% off your subscription monthly if you sign up by phone or email by 8 p.m. Tuesday next week.”

Interacting With C-Suite Executives

This phone conversation is designed for experienced reps who will call and negotiate with CFOs and other legitimate decision-making executives. Make sure they’re ready for the calls and encourage them to speak confidently, authoritatively, and decisively.

Frequently Asked Questions

What is the purpose of Mock Sales Calls?

Mock sales calls are designed to improve salespeople’s ability to make better sales calls.

What’s the best way to train reps?

Have the training sessions take place at the prospect’s offices, and have them use the same tools they’d typically use when calling real customers.

What is the difference between a phone call and an email?

If someone calls when you’re not expecting them, you’ve only got time to grab their attention before they hang up.

What is a Mock Sales Call?

Mock sales calls are fake calls rehearsed between sales reps in training and a manager. They are an effective tool for helping staff practice their call techniques, try out new strategies, and gain experience with challenging conversations. 

Through these role playing exercises, managers can help their reps sharpen their selling abilities for more tremendous success in the long run.

What are the biggest challenges in sales interviews?

The biggest challenge in sales interviews is to get past the gatekeepers.

What do you mean by cold call script and follow-up call?

Cold call scripts are prewritten scripts that salespeople use during cold calls. Follow-ups are additional questions that salespeople ask after making initial contact.

Explore The Best Sales Training Programs At The Brooks Group

The mock sales call is an excellent way for sales teams to practice their sales skills, build confidence, and become more successful in their sales process. It’s important to remember that the mock sales call should be conducted in a realistic yet controlled manner so that the salesperson can get the most out of the experience. 

When conducting a mock sales call, it’s essential to clearly understand the customer’s needs and wants and a solid sales strategy. It’s also important to prepare beforehand by researching the customer and industry, developing a plan of attack, and practicing the sales pitch and responses.

Now that you’re all set for a successful mock sales call, why not contact The Brooks Group to get started? By combining our extensive sales knowledge with our adaptive approach, we can offer you individualized training and assessments and help your sales team sell their way out of these trying economic times. Start training your mock sales call script with The Brooks Group today and see the results tomorrow.

Written By

The Brooks Group

The Brooks Group teaches straightforward, actionable sales training skills to sales managers and their teams. Our IMPACT Selling® Sales Training Program has been taught to over one million sales professionals nation-wide, and we've been recognized as one of the top sales training companies annually since 2010. We also provide various behavioral and selling assessments to aide sales managers making hiring or management decisions.
The Brooks Group teaches straightforward, actionable sales training skills to sales managers and their teams. Our IMPACT Selling® Sales Training Program has been taught to over one million sales professionals nation-wide, and we've been recognized as one of the top sales training companies annually since 2010. We also provide various behavioral and selling assessments to aide sales managers making hiring or management decisions.

You may also like

Ready to maximize the performance of your sales team? A representative from The Brooks Group can help get you started.