Chat Support Software

For management training, sales training and customer care training 01509889632 or request call back

Filter Courses

Our top 7 tips for closing sales over the phone

Closing sales over the phone can be a real challenge. Without being able to read body language or look someone in the eye it can be tough to navigate your way to closing a deal. However, it’s not impossible – and once you acquire the skills for closing sales over the phone you’ll feel unstoppable.

  1. Nurture client-centred selling

Rather than talking solely about yourself, your business and your product, focus instead on the client. What do they want, what issues do they currently have and what do they think? Switching perspective to a client focus is more professional and will make it easier to engage over the phone.

  1. Avoid following a script

It’s very difficult to be conversational if you’re reading from a script and most customers will be able to tell if you’ve gone through it a hundred times before. Instead of a script, prepare an opening question – something that will get the client to describe their ideal situation or identify the biggest issues. From there it should be a natural progression into talking about their business’ market, budget etc.

  1. Do plan a few questions

Blank airtime isn’t productive in cold calling so, although a script is inadvisable, it is often a good idea to have some questions prepared, as well as the one you open with. Start by planning general questions you could use at the start of the conversation and then move to those that are more specific. Make sure the questions are tailored to the individual client and not generic.

  1. Keep it simple the first time you speak

In the same way as you wouldn’t want to overwhelm a client with facts, figures, presentations and spiel if you were meeting for the first time in person, keeping it simple also works over the phone too. Provide enough information so that the client or customer is interested and then plan to follow up with more rather than pushing everything at them straight away.

  1. Don’t make selling your focus

The first cold call should be all about gathering information and establishing a relationship that could potentially lead to a sale further down the line. If you go for the hard sell straight away it’s likely that the customer will simply switch off, as most find this type of approach over the phone off-putting and overly aggressive.

  1. It’s important to get the customer to relax

Whether you use humour or familiarity, the more relaxed the customer is when you’re speaking to them, the more likely they are to be open to what you’re saying and selling. This means being personable and taking a step back in terms of the hard sell.

  1. What is the customer’s trigger?

Everyone has something that will make them buy from you and all you need to do is find out what that is. That could be identifying a specific benefit or overcoming an obstacle or doubt. That’s why it’s so important to ask questions and listen when you start cold calling.

These tips will make closing sales over the phone easier to do.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.