I think you’ve probably answered your own question.
“I would like to learn how to approach these types of sales and close, close, close.”

I have to assume that the prospects are calling in after watching the commercial on TV.

Is that correct?

Is there any indication in the actual commercial that the transaction will cost them a fee?

In any instance where you have prospective customers calling you in response to an advertisement, it’s not unreasonable to expect they are your exact target market – in your case – taxpayers that owe the IRS $10,000 or more.

However, you are making a few more assumptions than that!

You said: “When they call us, they have no doubt that we can do the job.”

Do they actually tell you this? I think not.

You cannot automatically assume it either, you will need to offer proof of some sort.

In any event, you’ll have to close on that fact.

Example:

Sales Person: Mr Green, I am so glad you called in today because it’s the first step in resolving your financial problems, and I would like YOU to know that WE have helped thousands of people JUST LIKE YOU. We have been solving peoples Tax problems for many years.
I hope you feel confident we can do the same for you?

At this point Svetlana, you need to get a YES! You can’t move on before you do. Are you doing this?

When you say: “So, trusting in our services is not an issue” and “They all have their questions answered satisfactory” I have to ask you again, How do you know this? Do these people tell you or do you close on each detail of their questions.

To help you understand more about how to close these type of sales, you really need to have a high level of empathy for the people who call in.

Question: Are they all asking – how much is this going to cost me? When in the call are they doing that?

Also, it is essential to control the call, sometimes a salesperson will let the caller direct the conversation. Big Mistake.

Are you using a written script for these phone ins?

Jim