How to Close a Sales Deal on the Phone
- Introduce everyone on the call.
The first thing you should do when you make any sales call is to have everyone on the call introduce themselves.
I like to have everyone state their name, title, and any specific goals they want to achieve during the call. If you need to inject some levity into the situation, you can have some light-hearted conversation, but make sure it doesn’t last too long and take time away from the matter at hand — closing the deal.
- Limit commonalities to two minutes.
If you’re beginning the conversation in a light-hearted manner to warm everyone up, spend no more than two minutes building rapport.
Aim to chat about things you might have in common with those on the call. For example, if your prospects are located in an area you’ve visited you can mention a small anecdote, or if you went to the same college or university, you can call that out as a shared experience.
However, aim to be brief so you’re not getting too involved in non-business matters, as this can negatively impact your ability to close the deal if you have busy executives on the line.
- Open the discussion with a question.
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