FIVE TIPS FOR CLOSING ON THE PHONE
Written by Grant Cardone | Prepared by Obsessedwithsales.com
"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, it is your responsibility to get to the close.
2. DON'T GO IN REVERSE