Conference Calls - A Bit of Fun

I'm sure you've been involved in conference calls that can become somewhat mundane to say the least. Well, I've taken to pepping them up a little lately and thought it might add a little amusement to your day to hear about it...

We use an automated system for most of the conference calls I have to dial in to and these are set up to allow you to record your name at the start of the call. This not only introduces you at the start of the conversation i.e. 'Andrew has joined the conference', but also announces your departure, 'Andrew has left the conference'. It occurred to me that this little tool could add a whole new dimension to conference calls and offer a little bit of light relief when needed.

I have started the idea off simply and recently made sure that I logged into the call early so that nobody heard the introduction. Then half way through a particular heated discussion where I felt we were going round in circles, I hung up the phone. Now, of course I wasn't there to hear it, but I took great pleasure in knowing that my colleagues had just heard the message, 'Common sense has left the conference'. Childish I know, but these things must sometimes be done to brighten the day.

I've got a few more ideas up my sleeve and look forward to the next conference call. Who knows? If I keep it up, they might stop inviting me.

Achieving Sales on the Telephone - Closing a Sale

Although you will close the sale at the end of the call it is important to realise that a close is not just about a commitment to purchase, but also commitment of interest. A good salesperson will display the intention to close throughout a call, so that it does not come as a surprise to the customer at the end.

Once you have reached a point where you have summarised the agreed customer needs, related the product advantages (benefits) to these needs you are ready to ask your closing question.

There are many different questions and methods that you can use to close a sale. However, there are three golden rules you should consider. These are…

• Present the close in the form of a question

• Once you’ve asked your question be silent and wait for an answer

• If you don’t ask, you will never know if they would have purchased

Remember, both you and the person you are talking to know that your role is about closing sales. You will not ruin a good relationship by trying to close. Be confident about closing, but do not let this over-run into high-pressure tactics or rudeness. Part of your responsibility is to leave the door open for future sales.

Examples of closing questions

The Direct Close

This requires a yes/no answer. ‘Would you like to go ahead and purchase then?’ You may get a ‘no’ response, if this is the case, ask the customer why, you may have more objections to overcome.


The Alternative Close

Give the customer a choice. ‘Would you like this product, or the other?’


The Secondary Close

Ask the customer a question, which by answering means they will purchase. ‘Would you like to purchase this? Where should I send it to?’

This article is an excerpt from the workbook of the Trainer Bubble training material, 'Achieving Sales on the Telephone'. You can purchase this training course by visiting our website at www.trainerbubble.com