Sales Closing Tips from TeleDirect

 

Imagine you’re on a sales call and things seem to be going well, when suddenly the time comes to close the deal. Don’t panic! While closing a sale may at times be the most difficult portion of a call and may create a fair amount of unease for the caller, there are several tips you can keep in mind to help you successfully close your sale. Here are some key pointers to fall back on the next time you encounter a sale-closing situation:

• Pay attention to the other person’s emotions. If their words indicate negative feelings, now is not the time to close. If you do, you run the risk of annoying or even angering them. This could cause you to lose their business in the future.
• Silence can be golden. In the right situations, keeping quiet will help you close a sale. It’s always important to listen to what your potential customer has to say. If you keep talking, you may be shutting out their opportunity to say “yes.” Ask your questions and then stay quiet; silence will encourage them to respond.
• Don’t over-close. Some callers occasionally get a bit too eager after they have actually closed a sale and will keep talking until their customer backs out of the deal. Once they have said “yes,” you no longer have to sell them on your service. Thank them politely and wrap up the call, because you now have their business.
• Don’t fear rejection. You will hear the word “no” a lot; it’s just in the nature of sales calls. Don’t be afraid of rejection, or take it personally. It’s simply a reflection of that customer’s needs and certainly not a comment about you as a person. Sometimes your product or service just isn’t the right fit for the potential customer you’re calling.
• “No” doesn’t mean “never.” Just because there’s no sale today doesn’t necessarily mean that there won’t be one in the future. If a potential customer expresses interest but is not quite ready to make a commitment, that’s fine. You can continue to nurture the relationship with future calls and ease them into feeling comfortable enough to make a deal later on.
• Remember the “ABC” rule. ABC in this case stands for “Always Be Closing.” You are always working for a close. This doesn’t mean you should bombard your potential customer, but simply that you should always keep your end goal in mind.

Sales calls are not always easy or pleasant, but by keeping these tips in mind you will certainly make them less of a burden on yourself. Remember these pointers for your next call, and good luck! For more great sales tips or for information on call center services, contact TeleDirect today.