Two Simple Closing Techniques for Your Next Training Session

Two Simple Closing Techniques for Your Next Training Session

Last Updated on January 31, 2019

Close more deals by being proactive in your sales pitch.Looking for ideas for your next sales meeting?

Here are two simple habits that will help your phone reps close more sales deals in the next 30 days…

#1: Deal With Objections Before they Happen

The best time to deal with an objection is before the objection occurs.

Most sales people fly through their presentation, ask for the order and then try to wrestle through layers of objections so they can (hopefully) close the deal. It’s better to deal with objections and qualify the prospect before you pitch the product.

This does two things.

First, it helps you tailor your pitch according to the client’s needs. Second, it helps you weed through unqualified prospects so you don’t waste your time pitching someone who was never going to buy in the first place.

There are three simple questions you can ask to both qualify your prospects and to smoke out objections before they happen:

  1. How soon are you looking to make this decision?
  2. Will you be making the final decision, or will you need to run this by someone?
  3. About how much money are you looking to spend?


Their response to these questions will tell you how to proceed, or whether you should proceed with your presentation.

#2: Follow Up With a Purpose, or Not at All

Following up is a rare habit, as most sales people don’t like “chasing” prospects. However, since there are prospects who won’t buy on the first call, it’s important to learn to master the follow up process. One way to do this is to set an up-front agreement with the client about what will happen during the follow up call.

Make it 100% clear that you’ll be meeting to make a decision. If the customer objects to this, don’t agree to a follow up. Find out what their hesitation is. You might uncover the real reason for their delay and close the deal right there.

Other times, you’ll find out that the follow up is a waste of time. Either way, you’ll accomplish a lot more than you would by following up without a mutually agreed on objective.

How to Make the Training Stick

Imagine the impact you could create on your sales numbers with these two techniques alone. You could increase your sales and profits dramatically.

Of course, the challenge is making the training stick, and that’s why you need a dependable call monitoring, recording and archiving solution. With recording technology, you can customize your training for each individual rep, meet with them one on one and build a truly great sales force.

Good luck!

Last Updated on January 31, 2019