Closing a sale via telephone is as complex as nurturing leads.
That’s why we conducted research on sales closing techniques to write this article.
First of all, it’s necessary to understand that, when it comes to telephone sales:
The art of persuasion plays a major role, and thus we need to know what we say and how we say it.
It’s understood as the commitment or action stage.
In other words, it’s when prospects make the decision buy or not.
To get to this point in the sales funnel, you must follow a series of steps. To read all about them, click here.
Aspects to Consider in Your Sales Process
- Have a clear goal in mind
Why are you calling? What are you trying to sell? What is your target?
- Take prospects’ point of view into account:
What is their perception? What do they want? Why are they talking to you?
- Be objective:
Is conversation flowing? Are you establishing a good rapport?
These questions come in handy, especially when dealing with objections and trying to work them around.
- Get in tune with prospects:
Another crucial factor in telephone sales is connecting with prospects; you must listen to them to earn their trust.
- Let’s Get Started!
Telemarketing is a field where representatives rely exclusively on their choice of words and tone of voice.
However, that doesn’t put them at a disadvantage, as they can still close sale with the aid of well‑thought-out strategies and appropriate techniques.
But before moving on to such techniques, here are some useful tips on how to make your sales funnel infallible.
3 Tips for Making Your Sales Funnel Convert
1.- Identify your target market and segment your database: Analyze your customer portfolio and organize contacts based on the audience you want to reach.
2.- Design a script: Define a sales pitch.
3.- Train your workforce: Agents are a key factor in closing sales; therefore, they must not only learn the script, but also possess skills to handle the concerns and excuses of prospects.
Reaching an agreement with prospects takes time; you must go through 5 stages:
- Qualify opportunities
- Asses and/or create needs
- Make an offer
- Close sale
This process focuses on driving sales. Nonetheless, it’s worth mentioning that, even if you have the best technique, you won’t get positive results unless you manage to peak prospects’ interest.
To learn more about the aforementioned stages, download this content about the Customer Journey Map. It will help your sales department draw a diagram of all the stages, touchpoints, channels, and factors entailed in your sales funnel.
Types and Examples of Sales Closing Techniques
The assumptive close:
Consists in making a question to prospects using a phrase that assumes the deal is closed.
“… so, to what address should we ship the product?”
This type of close works almost every time, provided that prospects are guided effectively through all the stages listed above.
The alternative choice close:
Asks prospects to choose between two options, both of which aim at securing a commitment.
“What payment method do you prefer? Wire transfer or credit card?”
The idea here is to drive prospects down the sales funnel.
The inoffensive close:
Is intended to get positive answers from prospects.
In this case, you can add tag questions or phrases like: “Isn’t it?”, “Am I right?”, “Is that correct?”
“A service that offers these many benefits can give you a competitive advantage. Don’t you think?”
The key mission is to pose questions that can’t be replied to with a “no”.
The hard close:
It applies to prospects who are open to the idea of getting a product, but are in no rush to complete the purchase.
The main purpose is to show prospects that they may lose out on something if they wait to close the deal.
“Sure, don’t worry… it’s just that this offer is available for a limited time only, so if you decide to register later, you won’t qualify for the discount.”
You must create a sense of urgency.
The close by mistake:
It’s when you pretend that you got a piece of information wrong.
— “All right then, so you’ll be billed on the 15th of each month, right?”
— “No, on the 17th”.
If prospects correct you, it’s implied that they agree to the sale.
The imaginary close:
It uses hypothetical or conditional scenarios so prospects can imagine what decisions they would make in the event of closing the deal.
“If you decide on this policy, who would be your beneficiary? Your daughter or your wife?”
This way, you bring prospects one step closer to conversion without putting pressure on them.
The next closing technique comes in handy when prospects won’t make up their mind.
The Benjamin Franklin Close:
It allows prospects to voice their reservations about doing business with you.
As a result, you’ll be able to make together a pros-and-cons list of the product or service.
The aim is to identify prospects’ hidden objections to come up with arguments that help move the sales process forward.
How Can You Increase Your Conversion Rate?
Now that you are familiar with the main sales closing techniques, it’s important that you learn about the technology that can streamline your sales funnel.
We’re talking about CenterWare by Nuxiba. This software is specially designed for turning leads and prospects into customers with great ease.
It brings multiple advantages to your call center, including:
- Predictive dialing
- Human voice detection
- Minimized idle time
along with considerable benefits like:
- High service rates
- Multichannel customer interactions
- Improved agent productivity
- Real-time operation monitoring
At Nuxiba, we want to be part of your success.
Request an expert consultation and learn more about our software.
Request a free expert consultation!
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