You might not think it but the ending of a sales call can sometimes be the most important part. To you, at least. The rest of the call is more of a co-effort, with both sides discussing what’s best for themselves and how that can work for the other side involved.
The difference in closing the call is that it mainly falls on your head as the sales side. It’s your job to round things up in the right way. If you don’t, your client might ask for a whole new agreement. So how do you do it right?
Expecting your client to remember everything discussed.
Whilst you don’t want to underestimate your client, you don’t want to make them anxious. If there are any key details they’ve forgotten, they may feel you’re trying to deceive them later on with hidden clauses. Additionally, it’s always important to make sure you and your client understand each other fully. Repeating the main decisions reached gives you a chance to reassure your customer and keep the deal legitimate.
Leaving out information about where the deal is going next.
Let your client know what the next steps are. If the path isn’t clear, the deal might go stagnant. One of the last things you should do is decide alongside your client what exactly you’re going to do next. That might be setting up a meeting or bringing in senior employees, but the most important thing is that they know what they need to do.
Being too hasty
Always let your customer say what they feel they need to. If you rush to closing the call, they might feel pressured or as though you aren’t really considering their place in the sale. Keep reassuring your client and let the call end on their terms rather than on yours.
Not keeping interest
The sales call should end with a valuable offer and time urgency. Making this too firm may, with some clients, put them off your product. So it might be good to avoid being too harsh with this. At the same time, however, you want the client to feel that a decision is needed, and as such, they are more likely to speed up the pace of the deal. It’s all about balancing the call for your prospect.
In the end, your sales calls need to close with the customer looking forward to the next step, or even actively working towards it. Enthusiasm is the best sign when you try to sell your product.
Find out more about knowing your prospects and what to do with the leads on your website.
Why not take this new found knowledge and apply it to help you build an over performing sales team?
