BASICS OF SALES

There are a number of successful ways to close on the phone, and the success of the phone call depends on whether or not you accomplish the close.

There are many different variations and styles you can use, but all of them have to contain some or all of the following:

1- Always assume that the prospect will buy.
Most sales depend on your positive attitude. The customer can sense this. The tone of your voice conveys quite a bit. Think of the phone conversations you have had and how you could ascertain the temperament of the other person by just the tone of their voice.

2- Build your conversation on minor agreements.
Always make it easier for the prospect to say “ yes” than “no”. Psychologically the prospect is put in a positive mood. A constant yes adds to that mood and a more pleasant demeanor on their part. Build small points on which you get agreement to a big “yes” later on in the conversation.

3- When you start your close stay on point.
When you start the close do not get off the subject or let the conversation wander. Do not be deterred, stay with it. If you give it a good try and do not get the close you can always go back to it.

4- Establish value.
Make sure the prospect understands the value of what you are presenting so it becomes appealing to him.

5- Overcome objections.
Overcome objections with benefits and close.

Thank you
Joe D'Ambra
www.basicsofsales.com
sales blogs offering sales tips.

Please click www.basicsofsales.com and see how my 35 years of successful selling can improve your technique and ability to make money.