http://www.telesalestraining.com.au - Closing the Sale on the Phone I'm Jenny Cartwright and this is Session 7 of my quick video tips on telephone sales. In the last session we made our sales presentation over the phone. Now a mistake a lot of telephone sales people make is that they go for a big close with a closed question like "Would you like to go ahead then?"At this stage this may get a "No" straight after the sales pitch. You need to test the ground first with what we call a trial close in case they have any objections. A trial close always starts with an open-ended question beginning with "What, why, where, how, which, who, when". The reason for this, of course, is that it cannot get a "No, not interested" answer and will enable the customer to talk about his objections. Here are some examples of trial closes. How does that sound so far Mr _________? How do you feel about what I've told you so far? What do you think so far? How do you see yourself using us in the future? The customer will answer you but will probably bring up an objection which you can then handle and only then when they are ready should you go for your big close "Would you like to go ahead then?" We'll talk about how you handle the objections in our next session. Till then, have a great week, I'm Jenny Cartwright, here for your personal sales success.