Best Way to Open a Closing Call

Want the best way to open your closing presentations?

Some reps have an entire presentation planned in advance, and then they launch into it, only latter getting to questions and comments.

I used to do it that way, until I found that if I got to initial questions or comments (and yes, even objections!) first, I could save myself A LOT of time and energy.

So here is how I currently start my closing calls (yes, I’m still closing sales!):

Once I get my prospect on the phone for our chosen closing time, I open with:

“Before I get started, I’m sure you’ve looked over things, so, what questions do you have for me?”

And then I hit MUTE. One of three things happen:

1. They start asking questions. This is GREAT because it tells me they are engaged and interested, and every question they ask—even if it seems negative—is a buying question.
    
2. They tell me they don’t have any questions. This isn’t so good, because it tells me they aren’t that involved. What I do in this case is gently requalify here (before I begin my closing presentation), and then begin my presentation, checking in often for buy in.
    
3. They go right into objections and stalls. This isn’t terrible, because it tells me where I stand, and each objection they give me tells me how to close them (or even if they are closeable at all!).
    

The important thing is that knowing where my prospect is in the beginning not only tells me which direction to go, but it also saves me a ton of time! I can drill down to what’s important to them, OR save myself time pitching an unqualified lead.

Warning: This is a Top 20% technique, and you have to be willing to ask the tough questions, use your MUTE button so you don’t talk past the close, and be willing to work with the answers you get.

But if you’re willing to do that, you’ll instantly elevate yourself into the top closer status at your company. Won’t that be nice?

Related: Assumptive Questions: A Fast Track to Better Sales Skills