如何通过电话完成销售协议：9个步骤

关闭电话是一件大事，因为它们是如此重要，所以他们获得了某种神秘感。

他们没有任何关系fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. Below is a nine-step closingcall sequence多年来，这对我来说很好。

How to Close a Sales Deal on the Phone

1. Introduce everyone on the call.

The first thing you should do when you拨打任何销售电话is to have everyone on the call introduce themselves.

I like to have everyone state their name, title, and any specific goals they want to achieve during the call. If you need to inject some levity into the situation, you can have some light-hearted conversation, but make sure it doesn’t last too long and take time away from the matter at hand — closing the deal.

2. Limit commonalities to two minutes.

If you’re beginning the conversation in a light-hearted manner to warm everyone up, spend no more than two minutes building rapport.

Aim to chat about things you might have in common with those on the call. For example, if your prospects are located in an area you’ve visited you can mention a small anecdote, or if you went to the same college or university, you can call that out as a shared experience.

但是，目标是简短，这样您就不会太参与非企业事务，因为如果您在线忙碌的高管，这可能会对您完成交易的能力产生负面影响。

3. Open the discussion with a question.

I usually say “So the goal of our call today is to get you started with HubSpot. Where do we stand?” It’s a bold move, and a lot of salespeople are scared to be this direct, but it’s important to be upfront. At the end of the day, you’re conducting a business transaction, so it’s important to be transparent.

Even though you have planned it as a closing call, the direction of your entire call hinges on your prospects’ answer. Either they’ll respond, “We’re good to move forward, but we just have some last-minute questions,” and you’ll be set to continue as expected.

或者，他们会说：“我们仍然必须弄清楚一些事情”，您需要调整您的策略，并可能花费通话来提出价值主张将它们带回家。

4. Set an agenda.

If your prospect has expressed they’re ready to close, you can say something like “The rest of our conversation will involve answering any last minute questions, explaining how the closing process works, and setting you up for onboarding once the contract is signed.”

If the question you asked before leads you to believe that your prospect is not actually ready to buy, you can express that you’d like to spend more time answering their questions and giving a value proposition. However, you don’t necessarily have to do this. If your prospect isn’t ready to buy this week or this month, you’re wasting your time. Put the deal back in the pipeline.

5.建立一个入职时间轴。

如果您的潜在客户准备就绪，请仔细讨论入门的细节 - 他们将如何购买您的产品，以及入职和实施方式。

You’ll also want to make them aware of thecustomer success manager (CSM) handoff, which is when the deal is closed and the prospect begins working with a CSM that will onboard them and help them succeed with your product or service.

6. Answer objections.

Asales objectionis a concern a prospect raises in response to something that obstructs their ability to buy from you. Closing calls are often when last-minute objections make themselves known, so it’s important to be prepared to handle them.

如果面对异议，您最重要的任务是倾听。这将帮助您清楚地理解关注点，并弄清楚如何充分做出反应和反对。

The most common type of sales objection is aprice objection, and even the most ready-to-buy prospects may make them. For example, a prospect may say “This may be a bit too expensive for us,” and you can follow up with something like “I’d love to go over X’s features and how it will help you address X,” helping you again make a value proposition that sets your business apart from competitors.

Since you want your customers to close, it’s a best practice to welcome objectives and make time for them during the call. To make space for them, you can say something like “Do you have any questions about X?” or “You seem a bit worried about X. What are your main thoughts at the moment?”

7.谈判价格。

Going into the closing call, you’ve likely already discussed the price with your prospect. Despite this, it’s possible that your prospect may raise a point for negotiation.

These negotiations will have some back and forth, where you approach each other with concessions you’re both willing to make. You should have already established your预订价格因此，您知道您的谈判限制。许多潜在客户不需要折扣才能开始，因此如果您不需要的话，请不要提供。让他们命名一个号码，然后从那里走。

If you do negotiate, make sure you’re speaking to thedecision maker，或者有财务权力批准交易的人。如果您与错误的人进行谈判，那么您正在浪费时间，如果您放弃太多，您可能会处于不利地位。

8. Review the purchasing process.

此步骤可能不适用于您 - 并非所有潜在客户都有广泛的采购或法律审查程序。但是，如果涉及采购和法律，请准确了解您的潜在客户对您的需求，并建立一个应该完成该过程的时间表。

9. Get started.

在通话结束时，如果一切顺利，您和您的潜在客户都应该签署合同并开始入职过程。

Be crystal clear that everyone’s on the same page. Reiterate what you discussed in the call, and literally say the words, “Okay, so we’re in agreement here. I’ll send you a contract and expect to have it back by [agreed-upon date].”

At this point, you should also circle back to the CSM handoff. You can invite the CSM on the call to give a brief introduction so they can develop rapport, or simply let them know that a CSM (give their name) will contact them to help them begin the onboarding process.

销售关闭呼叫工具

在关闭通话过程中，拥有可以使用的工具可以帮助您对流程更加自信，并确保一切顺利进行。在下面，我们将介绍两个高质量的工具，这些工具将帮助您钉住手机。

1.空话

Aircallis a high-powered tool that helps you view your prospects' entire history with your business so you know exactly where they stand with your business. Its standout feature is the call whispering tool that allows your coworkers to discreetly speak to you during calls and provide advice or feedback about the conversation.

这可能会对谈判和反对意见非常有帮助，因为您的同事可以快速访问客户个人资料，确定他们面临的常见问题，并为您提供有关如何回答他们的问题的建议。

2.拨号板

Dialpad’slive call sentiment analysis tool is valuable for closing calls as it analyzes the words prospects say, identifies keywords, relates them to other calls, and lets you know how the conversation will likely go.

实时辅助工具与情感分析和表面相关资源并驾齐驱，以帮助您移动呼叫。bob体育苹果系统下载安装例如，如果潜在客户提出异议并使用关键字“价格”，则该工具将浮出信息，以帮助您协商和讨论定价。

Over To You

我无法告诉您我听说过有多少次有关销售人员在办公室等到晚上11点。坐着守夜，等待合同。始终确保您有一种与您联系的方法，以防决策者坐在合同上，只需要轻推即可。