Is it possible to close those big deals over the phone? Yes! But only if know these tips:
First of all, it requires supreme confidence, conviction, and certainty in the value of your product or your ability to provide the service desired. You can’t fake it. And don’t think the customer can’t tell the difference. They can smell a fake a mile away. Closing a big deal over the photo is NOT one of those, “fake it till you make it” situations. Either you bring your “A-Game,” or you go home empty-handed.
Because the customer has only your voice to rely on for trust and confidence, you have to be MUCH better than you are in person. Even if you have to practice with another person or get in front of the mirror, do it until you can’t get it wrong. You won’t regret it.
You can even do a “premortem” and examine all the things that could go wrong and practice handling each on one. Do this until you are totally comfortable with any variable or unexpected surprise that might come up. Even then, something may come up which can throw you a curve and squelch the deal.
Everybody knows you have to listen more than you talk, but do you know the most skill in phone selling? It has to do with voice inflection, .the make-break point of phone sales. This makes all the difference in how you are perceived on the phone.
Believe me when I tell you it’s worth it. Over the past many years, I’ve closed big deals over the phone many times, and so can you, if you’re willing to let me help you. Here’s an example of a fail safe closing technique:
Your question: “What would it be worth to you to completely eliminate this problem? Or, “What would that be like if this problem disappeared?” Or “How would it affect your life if it were possible to dissolve this problem?”
“What would it be worth to you to completely eliminate this problem? Or, “What would that be like if this problem disappeared?” Or “How would it affect your life if it were possible to dissolve this problem?”
Likely answer: “It would be worth anything!”
Your response: “Well, you’re in luck, because my fee is nowhere near that much, and it’s far more valuable.”
Likely answer: “I’m in!”
Now, if you still think it is impossible to get a HELL YEAH! response to a closing question, contact me immediately, we’ll set an appointment for a phone call and I’ll show you how it’s done.
What are you waiting for? Do it now!
Daniel Jacobs, 2017