5 phone sales techniques that close deals

When you’ve nurtured a lead into that all-important closing call, the last thing any salesperson wants to do is make a mistake now. Luckily, we’ve put together a list of techniques to help you secure the deal over the phone.

Be direct

Be upfront about the nature of your call, otherwise it might come across like you’re wasting your customer’s time. It can feel scary being bold but just setting the aims for the call will be a big help. A phrase like: “So the reason for my call today is to get you started with…” and then the product or service you’re trying to close is one way to make the agenda clear.

Limit informal chats

Of course you want to establish a rapport with the person you are speaking to but remember that people are busy and too much time discussing what you did over the weekend limits your time to close the deal.

Assume the deal is closed

If you start the call in the mindset that you’ve already made the deal, you’ll instantly be more confident. Assuming the sale is already closed means your prospect will have to convince you otherwise, rather than you having to convince them.

Be prepared to deal with customer doubt

Closing calls are the time when most prospects start to reconsider your offer, and they might start questioning the cost or talk about competitor options. Anticipating these objections means you can be prepared to deal with them when they arise. Make sure you can answer their questions and have enough knowledge of your competitor advantage to defuse any last-minute doubts.

Establish a timeline

Once your customer is onboard and ready to go, it’s time to address the specifics of what happens next in how your product or service is delivered and managed so make sure you discuss a start date. You might also find it useful to do this with prospects who aren’t ready to buy yet so you know when it’s time to look at the deal again.

Sales Doctors offers sales training across different business sectors to help professionals perform better. We offer various programmes from telesales training and retail sales training to bespoke sales advice. For more information or to register for a course please contact us on 01923 43 8972.

We deliver bespoke sales training that improves your sales success

Flexible & bespoke sales training to accommodate the needs of you & your team.


Practical techniques you can easily implement for instant improvements.


Free on-going support via phone or email, after training is complete.


A proven track record working with businesses of all types & sizes.

Latest from our blog
Mar 2019

We now have a formal Sales Qualification and Training Programme specifically for the Fenestration Industry   We have partnered with Building Our Skills – Making Fenestration a Career of Choice to develop a brand-new sales qualification and training programme.  The qualification is written by GQA...

Aug 2018

Sales training is a vital part of any business’s operations and growth. Whilst you may have the best product or service available in your field, if no one knows about it or can be convinced of its value then it will not sell. Training your...

Aug 2018

If you’ve just started a career in estate agency, brushing up on your communication skills is essential to your performance. Even if you have masses of experience, there are always new skills to learn and new ways to think about communication. Body language From meeting...