By Anne Bagnall
Although there are many articles and training courses on the art of closing a sale, the closing window and its importance in the sales process is rarely discussed. This is where many telemarketing companies fall down. Agents can be so eager to close the sale and end the call that they come out of rapport. On the whole, agencies who properly use the closing window are more successful and here’s why. This is a little insight into the training our brilliant sales operatives receive.
What is the closing window?
The closing window is a space of time in the sales process that your prospect will either close or buy from you. Navigating the windows can be a tricky balancing act. Close too soon and you will ruin the sale. Close too late and you will talk your way through the sale.
How do you know when you are in the closing window?
The closing window is a space in the sales process that is felt instinctively by good sales people, but it can be pinned down. There are several things to look out for when you think you’re in the closing window.
First of all, the prospect will start asking questions. This is good news because it shows that they are engaged in your conversation and the call isn’t a one-way sales pitch.
Secondly, they will show a positive verbal response to questions that you ask. Agreeing with you, exploring issues with you and even making positive sounds and nice noises are all things to look out for.
What to do when you think you are in the closing window
- Tailor your responses directly to areas of interest
- Drill down until your prospect shows true interest
- Ask hypothetical probing questions beginning with “what would happen if you…” and “how would you feel about”
Closing at the right time
Only attempt a close when your prospect shows absolute interest in your proposition, never force them into something. However, it is important to not wait too long after this point to close otherwise your prospect will lose interest.
Close by asking for the order “are you happy to go ahead with ….” “shall I start the ball rolling with…”
I hope this has given you some insight into what the closing window is and how our agents use it to make a call a success. You don’t have to be a trickster to be a good sales person. We pride ourselves on getting the most out of the natural rhythm of conversation. This, coupled with excellent rapport building skills makes up the Phonetic difference.