Move beyond old‑fashioned tactics like "the puppy dog" and "impending doom." Here are professional ways to close B2B sales calls that decision makers will actually respect.
In B2B marketing, using old‑fashioned techniques is frowned upon. Your decision maker probably knows these techniques and will be frustrated they can't have a genuine conversation with you. Hopefully, the groundwork has already been done before the final close — the decision maker understands your USP and how it benefits their business.
Your first role as a telesales agent is to understand your product intimately. The more you understand your product and its place in the market, the easier it will be to handle objections. Effective training in both telemarketing techniques and your product will make your team more capable of closing calls professionally.
A really effective way of rounding off a sales call is to run over all the points covered during the discussion. Use this chance to revisit the decision maker's objections and the solutions your business has proposed.
You can also highlight any cost advantages or ways in which the product is about to make their life easier.
Ending with a question is a great way to close a conversation. Simply ask if your prospect has anything else they'd like to know, or what they think about the product. Asking questions shows genuine interest in solving problems and gives you an opportunity to resolve further objections.
Especially during B2B calls, you'll often be dealing with someone who's already busy. Instead of closing slowly, be honest — state that you've taken up enough of their time and you'd like to know if they're interested in what you've discussed.
Most decision makers have a lengthy list of issues to solve. If your product suits one of those tasks, a completed sale is likely. B2B sales often take longer than B2C, but if you make contact at the right time, you'll close far quicker. An experienced agent will spot the signs that honesty and directness is the way forward.
Blue Telecoms provides the dialler technology and telephony infrastructure your sales team needs to perform at their best.