Posted by the coffee machine.
Closing, like everything else in the game of telemarketing, is a game of numbers. The more you try, the more you'll get. You can't be shy about asking prospects for their business. If you've done an effective job of making your presentation, you should expect a positive conclusion. And if you don't get one the first time, try again!
Patience is a real virtue when you're closing. Too many telemarketers give up after their first or second no, and many prospects expect them to give up. The ones who stay on the line and work out all the prospect's doubts and fears are the ones who get the orders.
OBJECTIONS CAN HELP LEAD THE WAY TO THE "YES" THAT YOU WANT THEM TO SAY.
Most prospects don't say yes until they've said no at least once. Objections are part of the process by which you gather information about the prospect's thinking and decide how to respond appropriately. Handled skillfully, objections bring you closer to a sale, not further away.
