A few days ago I was asked about closing deals on the phone. Let’s look at two areas for this.
Closing deals in general
Telesales
When it comes to closing deals for services that will involve you seeing your prospect on a regularly basis, it is important to have a good rapport with him / her. Subconsciously he/she is thinking, ‘I want this service, but do I really want to be seeing this person periodically?’ If the answer is ‘yes’ then it means that you've built good rapport over the phone.
Telesales is very different. It is all about getting to the point as quickly and as effectively as possible; demonstrating the value added effectively, and conveying the cost benefits.
The three most important things to remember when closing a deal on the phone are;
1. Re-emphasise the cost benefits
2. Give three value added reasons why the prospect should buy
3. Make an offer, and be quiet. Yes — stop talking. Don’t say another word until you get your answer; no matter how uncomfortable the silence feels.
The worst kind of sales person is the one that talks too much. Multiply that by twenty for telesales.
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