How recording your calls (and listening to the recording) can help your team close more deals

Are you looking to improve your B2B sales calls but unsure where to begin? Learn how recording your B2B sales calls can transform your sales strategy and help you close more deals.

Why Record Your Sales Calls?

Recording your sales calls allows you to hear exactly what was said and how it was said. This practice offers you insights into your sales approach that you can't obtain any other way. It's like being your own coach, able to spot errors and opportunities for improvement from an external perspective.

6 things you might realize from call recordings

Here are six common findings that many sales professionals discover when they first start recording their sales calls:

1. Interrupting Your Prospects

   You might find that you're cutting off your prospects without realizing it, which can make them feel unheard and negatively impact the flow of conversation. Experts suggest pausing for at least two seconds after your prospect finishes speaking to ensure you're not cutting them off prematurely​​.
   

2. Overusing Filler Words Frequent "ums," "uhs," and other filler words can make you seem less confident. Identifying these allows you to practice speaking more fluidly. Try replacing filler words with a pause; this not only helps in gathering your thoughts but also makes your speech sound more deliberate​​.
   

3. Voice Pitch Changes It’s common to notice changes in your voice pitch, especially when discussing sensitive topics like pricing or handling objections. Awareness helps you maintain a more steady and confident tone​​.
   

4. Closed-ended Questions If you’re asking too many yes-or-no questions, you might be missing opportunities to dive deeper into your prospect's needs and challenges.
   

5. Pitching Too Early Jumping into your pitch too soon can be off-putting. Recordings can help you learn to wait for the right moment, after you’ve fully understood the prospect’s situation​​.
   

6. Not Delving Deep Enough Without going deep enough in conversations to uncover the real pain points, you can't effectively tailor your solutions. Recordings might reveal if you’re skimming the surface too much​​.

How to Use Recordings to Improve

Once you identify areas for improvement, write them down and consciously focus on them in your next calls. It might be uncomfortable at first, but with consistent practice and review, you’ll see a noticeable improvement in how you handle calls​(

Conclusion

Recording your B2B sales calls offers a clear path to bettering your sales technique. By confronting and correcting your mistakes, you grow not just as a salesperson, but as a communicator. Over time, this leads to better conversations, stronger relationships, and more closed deals.