6 tips on closing for telesales. Selling is a process, of course. The whole of it has to work in order to get a successful outcome. The close – the bit where you ask for the commitment is an important part of this. But for me, it is ONLY part of the process. Many people, clients and course delegates can get hung up around this part. There are a few things we can do that will help close the deal. 6 tips on closing then
- Set out the benefits clearly
Explain clearly the benefits that the customer will get. But don’t over do it. Don’t keep selling if they seem happy to go along with it. “it comes with this, which is great because it means you get …..”
Obviously. Listen out for buying signals particularly. The things that they say to you, the language, phrasing and tone of voice all tell you a massive amount. So tune-in. Make sure you listen to all of the message with all of it’s subtleties and nuances. Tune everything else out, this is important.
3. Get their buy-in
Obviously, the decision is your customers to make. So allow them ‘space’ and time to make it. If they’re going to go with you, they’ll signal their interest. You can tell if they’re interested, and about to give their commitment. So check this with them. Ensure that they’re happy to go along with what you’re suggesting. You WILL be able to tell most of the time. If it’s not clear, you just have to ask. “is this something you’d be interested in?” or “shall I explain how the installation would work then?”
4. Ask the question
A close is a question that’s all. So make it a closed question – one they can only answer Yes or No to. And provided the previous items have been covered, you’re getting their buy-in for instance, this should be an automatic next step.
5. Check next actions
Now check they’re ok with it. This doesn’t need to be a grand statement. They might just say “OK, I understand” or “that sounds fine then.”
6. Tie-up the loose ends
Once you’ve got their agreement, just set out what will happen next. This avoids the risk of misunderstanding. The more complex the product or service you’re offering, the more important it is to do this.
I’d love to sign-off by saying it’s simple. But actually if you follow the plan and you’ve run through it thoroughly, it should be simple. And if at this stage they knock it back, you’ve got to go back to questioning to find out why.
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