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FIVE TIPS FOR CLOSING ON THE PHONE
"Mastering the phone close is something all salespeople must aim for. Ninety-two percent of all customer inter- action happens on the phone. Companies must learn to engage, sell and close when the buyer shows interest.
"I often listen to my people as they are handling calls and sometimes I’ll jump in. It pumps up my team, shows them I have their backs and teaches them at the same time. I urge managers out there to pay attention, really listen and look for opportunities to help a colleague who might be having trouble getting to the close.
"The phone close is always such a common challenge to salespeople. How great would it be to save time by closing via phone only to handle the paperwork and pick-up arrangements after? Master the phone close and watch how much faster you get deals handled from start to finish.
1. KNOW WHEN TO CLOSE
"After you presented the product, determined it’s the right product for the buyer’s needs and answered all questions, have broken down terms and options, it’s time to move into the close. A salesperson must know when to make that move. If you have the right product and clarity on the payment,
2. DON'T GO IN REVERSE
"It’s common for salespeople to think that they have to repeat the product benefits. They don’t have to as it was already explained. The buyer is sold on the product. It is usually for another reason that they are being held from making the final decision. Remember, they need your help to make a final decision and sign on the line.
3. BE CLEAR WITH THE COSTUMER
"Sometimes the customer is ready to close but hung up on some other issue – maybe it’s $100, or mileage number, or a payment on a lease. It could be the smallest thing in a bigger picture but they hold on to it. When this happens, help them to see that the small thing is not the focus. Getting the deal done is what happens next. Ask the customer,
4. IF YOUR SALESPERSON IS IN TROUBLE, STEP IN
"As mentioned earlier, managers have a great opportunity here. They can step up and help to lend their experience to get the client jump over the fence.
5. BE CONFIDENT
"Don’t worry about pressuring the customer or appearing desperate. If you are sold on the product and your ability to present it in a way that develops trust, then you can confidently handle the close. Don’t sell yourself on any negative nonsense that messes with your confidently. If you are able to get a commitment via phone, you are able to get the vehicle to the customer quicker – and people like things done fast.
Watch Grant handle a live sales call
GRANT CARDONE is an International Sales Expert and author providing Motivation & Sales Training Programs to Fortune 500 companies, small businesses, success-minded individuals and entrepreneurs.
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