Easy tips on closing sales over the phone

By Damian Hanson, Co-Founder & Director of CircleLoop

It takes a good level of effort, dedication and patience to close sales over the phone. And as we embrace an increasingly digital world, employees and salespeople alike, some of whom may be picking up the phone to a customer for the first time, should not take the importance of business communication lightly.

According to our Chatterbox Matrix, businesses in regions like Watford and Macclesfield are among the chattiest in the UK, and as customer attention spans wane, more businesses are reliant on picking up the phone to conduct business in a more practical, personable way.

Here are six tips to help you improve your corporate communication over the phone while also advancing your sales plan for the foreseeable future.

#1 Avoid sticking to the script

When we first start cold calling, it can be a little intimidating as you never know how the conversation will go or what the person on the other end of the line could say. Salespeople sometimes feel the urge to write a script in order to calm their anxiety. However, repeating the same phrases could come out as robotic and mundane to a potential client.

Make every call as close to a real discussion as you can. Ask pertinent questions that are applicable to the situation and engage in little small talk to give the call a human touch. This will not only allow for genuine interaction, but also enables you to add a personal touch that will influence the call’s course.

#2 Confidence is key

A prospective client will not want to speak on the phone with someone who does not sound knowledgeable about the product or service being sold. You must make sure you sound passionate and assured to seal the sale.

To increase your confidence in what you’re selling you should know your product or service inside and out so that you can respond to any queries or manage any situations that may arise throughout the call.

#3 Listen

Even the most seasoned salespeople are capable of forgetting this advice, despite the fact that it may seem obvious. When we listen, we must intentionally focus on taking in what is said, processing it, and figuring out how to move the conversation along.

Reiterate what was said throughout the call and check to see that you and the potential client have reached a consensus based on their needs. You’ll be able to provide suggestions, locate the ideal answer more quickly, and communicate more effectively on the phone if you listen.

#4 Be willing to lose

Extenuating circumstances can occasionally come into play and prevent you from having a fantastic call with a potential customer. Perhaps you called at a bad time, or they need to figure out who is best qualified to speak about sales on the organisation’s behalf. Recognising that a “no” in sales can actually imply “not now” rather than “never.”

60% of customers refuse three times before accepting. Avoid being a salesperson who is willing to destroy a relationship in order to close a purchase. If necessary, take a step back and come back when it will benefit both you and the possible client. Being humble is admirable and can eventually work to your advantage.

#5 Learn from both your wins and losses

In sales, you will speak to several people from all walks of life and each call will be different. Some may be painfully awkward, whereas some may be a success from the very start. All calls – good or bad – can offer an opportunity to learn a valuable lesson that can be implemented in the future.

Don’t rush the process. Take a moment to identify what went well and what could have been better to ensure you give each call moving forward your best performance.

#6 Be Human

Last but not least, be human and be able to empathise with the person on the other end of the phone. Sometimes we have a way of exaggerating the sales process on the phone compared to a face-to-face conversation, but it’s key to show you’re invested in the person you’re talking to.

Be realistic – speak calmly, confidently and pleasantly. Get to know who your potential customer is beforehand and find out their story and how you can add value.

Final thoughts

Business communications will continue to evolve in the future, so it’s important to stay current if you want to effectively convert prospects into loyal customers. The process of closing purchases over the phone will always be a crucial step.

With a polished sales approach that you can execute right away, these useful tips will help you stay one step ahead of the competition and increase the likelihood of success in closing deals and observe how your leads develop over time.