Many salespeople have trouble closing a deal and struggle with different closing techniques.
When it comes to Telesales, I have observed many people hanging up the phone without even bothering to close on anything.
For some reason they don’t believe closing applies to selling over the phone.
So what exactly makes the process of selling on the phone different? Not much really!
How do you close a sale over the phone?
As with any other sales situation, closing is nothing more than asking your prospect to do something, anything really.
If you have done a great job of presenting your product or service and have developed a level of comfort with your prospective customer, asking the person to buy should be a very natural progression in your communication during the phone call.
This is where salespeople drop the ball and refuse to ask for an order. I don’t care what you sell, if you don’t ask for an order, in very few circumstances will the customer offer it up.
I’m not saying it never happens, it does, but as a professional salesperson you should be asking for the deal. It is the reason you called.
ABC – Always Be Closing
Most people I know have watched the movie Glengarry Glen Ross with Jack Lemon and Alec Baldwin. The movie is quite memorable if you are in sales because of a couple of acronyms Alec Baldwin delivers as he chastises a rag tag group of salespeople who he believes haven’t deserved to get the new leads – The Glengarry Leads!
He talks about why a salesperson should always be closing, it’s basic stuff. It applies to every sales presentation you do. It’s no different in Telesales.
If you are not going to get a sale you must ask your prospect to do something. Your looking for the prospect to make a commitment. It’s then up to you to use that commitment to get closer to the final goal of getting a sale.
Always Be Closing is the same as Alway Ask Questions and when you ask questions, you will get answers which may give you actionable information.
You can use to the information to either deal with objections or decide whether or not the individual is someone that might be a purchaser or not.
So, How Do You Close A Sale Over The Phone? You ask someone to buy, give them good reasons and they will, but you have to ask for the deal!
Jim
Telesales-pro.com is primarily concerned with B2B Telesales. Selling over the Phone to business is a highly specialized activity and depends on many Sales Techniques specific to Telesales.
Whether you are looking for Sales Jobs or Sales Leads, TeleSales-Pro exists to provide you with valuable Sales Tips and Resources.
If you are trying to build your Sales Skills, improving your Telephone Sales Skills will give you a great foundation in Sales. After all, as salespeople, we all want to be Selling more.
Learning to Sell over the Phone will help you understand the Sales Process and will enable you to improve your overall Sales Negotiation Skills.
If you have any comments, feel free to comment about anything you read on www.telesales-pro.com. If you want to contact me you can email me: jim@telesales-pro.com
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