Many salespeople don’t know how to close a sale over the phone. They struggle with basic closing techniques in any selling situation.
When it comes to Telesales, I have watched many salespeople hang up the phone without even bothering to close on anything.
For some reason they don’t believe closing applies to selling over the phone or they just do not understand what closing is.
So what exactly makes the process of selling on the phone different?
Not much really – If you already know how to close a sale!
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.
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. You are 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 Always Ask Questions and when you ask questions, you will get answers which should give you actionable information.
You can use 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, you give them good reasons and they will, but you have to ask for the deal!
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