Concluding a sales call effectively is just as crucial as beginning it strongly. A well-executed closing not only leaves a positive impression but also establishes the foundation for the next steps in the sales process. Whether you’re finalizing the deal or arranging a follow-up, here’s a step-by-step guide to concluding a sales call for long-term sales.
Ending a sales meeting is a balance between understanding the customer and your position in the sales call process. Suppose you sense the customer is urging you to conclude. In that case, you need to evaluate where you stand: saying goodbye while maintaining the relationship, asking for more business if you have closed the deal, requesting a follow-up if you haven’t, determining your next steps, and knowing when to ask for referrals can be challenging while concluding a sales call but it’s very important. Remember the following steps and spot where you are in the sales call, along with which step to take next.
You need to become skilled at reading the room and trusting your intuition. Timing is critical in sales, so learn to gauge your progress in the sales cycle. Practice on your own with this system so that it becomes second nature to you.
If you have already closed the deal in this meeting, it’s time to present the next service for a successful rehash. The customer will either continue to engage with the presentation or interrupt you with an objection. If the objections are minor, you can decide how to proceed by overcoming them or rescheduling for more business. If you feel the customer is done and wants to conclude the meeting, you can do so. Use your intuition to guide you and use the following to make sure you are on track for a successful long-term buying relationship.
Ask for Commitment (If Appropriate)
If the call has gone well and the prospect appears ready to move forward, don’t hesitate to ask for a commitment. This could be a verbal agreement, a signed contract, or even a small next step like trying a free trial. For instance:
“Based on what we’ve discussed, it sounds like this solution could be a great fit for your team. Who will be included in the onboarding process?”
ABCs always be closing means to keep going for the close (if appropriate) this is part of reading the room. You went over all the details of your service, and you are confident that the conversation is leading to a close, then go for it. Let them know you will get them the proposal and schedule the next meeting, or pull out your order sheet and start adding the product discussed to the order sheet or pull the contract out. Whatever the next step for you, it’s time to move forward. If the next step is scheduling the demo, that’s what you do; whatever the next step is, go for it.
Before ending a sales call, first summarize the key points.
Before wrapping up, briefly recap the main points of the conversation. This will ensure that you and the prospect are on the same page and reinforce the value you’ve discussed. This also allows your prospect to ask you more questions and discuss any of their concerns.
For example:
“To recap, we talked about how [product/service] can help you [solve specific pain points] by [key benefits].”
This step also allows the prospect to clarify misunderstandings or ask final questions. Be clear and to the point; if you closed the deal, this is where you are. This is the time to cover the ground that’s been covered and include any necessary extra details.
Confirm Next Steps
Clearly outline what will happen after the call. Whether it’s sending a proposal, scheduling a demo, or setting up another meeting, make sure the prospect knows what to expect. Outline the next steps for delivery or installation, who’s contacting them, and what they can expect. If you didn’t close them and need to set up another meeting, get their details, availability, and any stakeholders who need to be involved now.
For example:
“I’ll send over the proposal by tomorrow afternoon, and we can touch base on Thursday to discuss any questions you might have.”
Being specific about timelines and actions shows professionalism and keeps the momentum going. Ask them what time on Thursday works best for them and invite them to a quick call to review the proposal. This way, you can go over the details while they review it.
Use your intuition to guide you towards wrapping up the meeting, after which you must ask to schedule another time to meet.
Schedule the next, whatever meeting comes next.
Don’t leave the next meeting to chance if the sales process requires another conversation. Propose a specific date and time to ensure the conversation continues. For example:
“We’ll need to dive deeper into [specific topic]. How does [proposed date and time] work for you to continue this discussion?”
This proactive approach keeps the process moving and shows you’re organized and serious about helping them.
Ask for Referrals
If the sales call has gone well and the prospect seems satisfied, it’s a great time to ask for referrals. People are often more willing to recommend you when the conversation is fresh in their minds. For example:
“I’m so glad we were able to connect today! I’d appreciate an introduction if you know anyone who might benefit from [product/service]. Do any colleagues or friends come to mind?”
This simple ask can open doors to new opportunities. Sales referrals will make prospecting much easier.
Address Any Final Concerns
Before ending the call, give the prospect one last opportunity to voice any concerns or objections. This shows that you’re attentive and willing to address their needs. For example:
“Before we wrap up, is there anything else on your mind or any concerns I can help clarify?”
Final concerns can linger in a prospect’s mind and cause them to ghost you, so address these concerns before concluding the call or meeting. Take notes and answer questions clearly; avoid dancing around their inquiries with jargon or jokes, and be concise and respectful. If you don’t know the answer, jot it down and let them know that you will follow up with the response, or try to contact the person who knows the answer and see if they can join on a call to address any questions you can’t answer.
Strike while the iron is hot as often as you can; if you can’t, that’s okay, but make an effort to keep the conversation going while the prospect is interested and engaged.
Express Gratitude
Thank the prospect for their time and attention. A simple expression of gratitude can go a long way in building rapport and leaving a positive impression. For example:
“Thank you so much for taking the time to speak with me today. I really appreciate the opportunity to learn more about your goals and how we can help.”
Sales is relationship building; you’re going to create better relationships with gratitude, so be grateful for their time. Customer retention is much easier than continuously prospecting for new customers. Sure, maybe that’s your current role, and that’s fine, but if you want long-term success in sales, you need to learn to keep your customer.
End on a Positive Note
Close the call with a friendly and confident tone. Reassure the prospect that they’re in good hands and that you’re looking forward to the next steps. For example:
“I’m excited about the potential of working together, and I’ll follow up with the details we discussed. Have a great day!”
Managing the sales close and ending the sales meeting positively will help you navigate this part of the sales call or meeting.
Follow Up Promptly
After the call, or meeting, send a follow-up email summarizing the discussion, the following steps, and any materials you promised to provide. This will reinforce your professionalism and keep the conversation moving. Make sure to add your notes into your customer relationship management tool (CRM) so that you know what’s next and what you need to remember.
Memory is so important in sales. Remembering details and aspects of the customer is very impressive to your prospect. Keep detailed notes and add to them with additional information after every call, or meeting. Use market research to understand your customer and their needs.
Ending a sales call effectively involves clarity, confidence, and courtesy. By summarizing key points, confirming next steps, scheduling follow-ups, and asking for referrals, you’ll leave a lasting impression that builds trust and keeps the sales process on track. Remember, every call is an opportunity to strengthen your relationship with the prospect—so make the most of it!
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