By signing up, I agree to Copper’s privacy policy & terms of service. googletag.pubads().setTargeting("cdo_pc", "dictionary"); defaultGdprScope: true Salespeople are often taught to think of targets not as strangers, but rather as … These prospects aren’t motivated by receiving a better deal: they’re more concerned with your how your product works and the benefits behind it. { Example: “Just to recap, we’re looking at a one-year contract which includes free onboarding, 24-hour customer support, and access to our comprehensive knowledge base?”. Having all of this information organized and available when it comes time to close can give you some much-needed peace of mind. We use cookies to ensure that we provide you with the best experience on our website. dfpSlots['rightslot2'] = googletag.defineSlot('/2863368/rightslot2', [[300, 250], [120, 600], [160, 600]], 'ad_rightslot2').defineSizeMapping(mapping_rightslot2).setTargeting('sri', '0').setTargeting('vp', 'mid').setTargeting('hp', 'right').setTargeting('ad_group', Adomik.randomAdGroup()).addService(googletag.pubads()); 'cap': true { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_rightslot2_flex' }}, { bidder: 'openx', params: { unit: '539971063', delDomain: '' }}, { bidder: 'openx', params: { unit: '539971063', delDomain: '' }}, { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_btmslot' }}]}, iasLog("criterion : cdo_ei = close-call"); { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_SR' }}, To find detailed information about how cookies are used on this website click Find out more. { bidder: 'sovrn', params: { tagid: '346698' }}, { bidder: 'sovrn', params: { tagid: '346688' }}, { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_btmslot_300x250' }}, } iasLog("exclusion label : resp"); Sales calls are unpredictable by nature. { bidder: 'appnexus', params: { placementId: '19042093' }}, Amaze your friends with your new-found knowledge! { bidder: 'triplelift', params: { inventoryCode: 'Cambridge_MidArticle' }}, It’s nerve-wracking for you and your prospect. googletag.pubads().set("page_url", ""); 'min': 0, userIds: [{ { bidder: 'criteo', params: { networkId: 7100, publisherSubId: 'cdo_btmslot' }}, Today, 9 October, is the penultimate day of this year’s World Space Week, a UN event launched in 1999. userSync: { iasLog("criterion : cdo_c = " + ["arts_entertainment_media"]); This is another closing strategy which can help address prospects that you suspect are objecting on price. As a result, it’s a smart move to have some sort of predetermined bonus or freebie to provide to new customers to overcome price objections. initAdSlotRefresher(); googletag.pubads().setTargeting('cdo_alc_pr', pl_p.split(",")); var mapping_rightslot = googletag.sizeMapping().addSize([746, 0], [[300, 250]]).addSize([0, 0], []).build(); {code: 'ad_topslot_a', pubstack: { adUnitName: 'cdo_topslot', adUnitPath: '/2863368/topslot' }, mediaTypes: { banner: { sizes: [[300, 250]] } }, { bidder: 'ix', params: { siteId: '555365', size: [300, 250] }}, Create an account and sign in to access this FREE content. close call phrase. Instead, make a point to ask questions and keep awkward silence at bay. { bidder: 'appnexus', params: { placementId: '11654157' }}, { bidder: 'appnexus', params: { placementId: '19042093' }}, { bidder: 'openx', params: { unit: '541042770', delDomain: '' }}, { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_rightslot' }}]}, If you’re in a situation where someone’s struggling to fully commit, consider recommending a lesser product or contract. { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_leftslot' }}]}, { bidder: 'sovrn', params: { tagid: '705055' }}, { bidder: 'appnexus', params: { placementId: '11654157' }}, Example: “Excellent! "noPingback": true, Below are six approaches to closing that you can customize based on what you’re selling. iasLog("exclusion label : lcp"); This approach does double duty of making your prospect feel like they won something exclusive while also keeping them from bouncing. "authorizationTimeout": 10000 The more your prospect is able to say, the more information you have to eventually seal the deal. { bidder: 'onemobile', params: { dcn: '8a969411017171829a5c82bb4deb000b', pos: 'cdo_topslot_728x90' }}, storage: { Do they need more time with your demo? Our new online dictionaries for schools provide a safe and appropriate environment for children. { bidder: 'ix', params: { siteId: '195451', size: [300, 250] }}, Sales reps don’t close calls by accident. { bidder: 'sovrn', params: { tagid: '346688' }}, 'pa pdd chac-sb tc-bd bw hbr-20 hbss lpt-25' : 'hdn'">, Example from the Hansard archive. Example: “Well, it seems like [your product] is a perfect fit for dealing with [pain point] based on everything we’ve discussed - how about we move forward with the contract?”. "authorization": "", Doing so might also come off as desperate or devalue your product in the eyes of your potential customer. This means you’re more prepared for each and every sales call you’re on. { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_topslot' }}]}, googletag.pubads().setTargeting("cdo_pt", "entry"); { bidder: 'pubmatic', params: { publisherId: '158679', adSlot: 'cdo_btmslot' }}]}, Learn how to sell successfully over the phone—and avoid these 9 common mistakes.

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