- Closing. You should start closing the sale from the first call. As soon as the prospect interacts with you in any way, they are establishing a bond that you can build on, even if it is over the phone.
- Stand up. When talking over the phone, it is a good idea to stand for a number of reasons. It improves your circulation. When you are talking on the phone, your facial reactions are conveyed in your tone. If you have a mirror to observe, you are more likely to correct those negative reactions that might come from a telephone conversation. It’s important that you stay objective and focused on solving problems.
- Use a note pad. Per a method by Benjamin Franklin, take a piece of paper and draw a “T” and at the top on the left, put a “+,” and on the right side, place a “-.” As you make your presentation, place a reference to the positive or negatives of your products and services. If you want to close the sale, count up all the negatives and place a number at the bottom and circle it. Count up all of the positives and put that number under the “+” column and circle it a few extra times. Charts like this can help customers make the decision and close the sale.
-Stephen Capper, A-1 Awards
