Sales are a combination of art and science that requires knowledge of your prospects as well as your products. In closing a deal by phone, you should understand the cues, responses and steps in working a client's needs in your favor.
Instructions
Prepare for Introductions
1. Check out the prospect's website, press releases, marketing collateral, financial statements and management team to determine if the business can use your services.
2. Review company details pertaining to partnership agreements and negotiations with their business.
3. Compile the necessary information to complete a partnership application, if applicable. Prepare to contact the company via phone, email or a representative.
4. Contact the company via bidding protocols (if applicable) that may include proposals or in-person meetings with lead management.
Motivate a Close on the Phone
5. Call the purchasing agent directly after submitting details for partnership or sales negotiations.
6. Listen attentively to the client's needs, wants and expectations of the potential partnership.
7. Use the client brief to describe your understanding of their business needs, reiterate your offer and use honest analysis to determine if the partnership is a good match.
8. Make an offer based on the information gathered, discussed and initiate a verbal contract to complete a sale.
9. After closing a deal by phone, send the appropriate documents to confirm the agreement for signatures and filing purposes.
