Closing Technique For Telemarketing

All sales people would like to possess the perfect roadmap for closing a deal but that doesn’t exist. What you can do, however, is build on established techniques to make the call as good as it can possibly be.

Not matter how informative and interesting your pitch is, without asking for the business all you are doing is telling a good story. Using good closing techniques can make all the difference.

Below are some useful closing techniques to make sure that you leave a great impression and more importantly – close the deal.


Typical closing techniques include exerting some pressure on the prospective client.

High-pressure tactics, whilst still used in some areas are becoming a thing of the past but applying some pressure during the call is needed to prompt a decision. Sometimes, reminding the client that they will lose out if a decision is not made today can turn a call into a closed deal.

Some low-pressure tactics may include phrases such as:

“Today is the last day I can offer this product to you at this price”

or something along the lines of

“the product is almost out of stock and I’m not sure when we will have any more – don’t miss out”.

These prey on a fear of loss but be careful not to use them if they are not true. You will be unlikely to gain respect or future sales.

Summing Up

Most salespeople would not consider letting their prospect off the phone and finishing the call themselves. Perhaps this is not as foolish as it sounds. Acknowledging that your prospect has a life to lead outside of your call shows empathy and an understanding of the prospect’s situation as a person and not just potential client.

Next time you are pitching and you can tell that the person on the other end of the line is trying to end the call, consider ending the call yourself. Even if you do not make the sale right then, you may leave the opportunity open to revisit at another time and make the sale.


By acting as if the deal is already agreed and leaving it up to the prospect to stop you by using lines such as “I’ll send you the contract today and pick it up tomorrow from you after you have signed it”.

This is a presumptive close and works best when prospects and leaning towards the deal and not so well when prospects are not ready to proceed as it can alienate them further.

You will never get their business if you don’t ask for it and sometimes seizing the opportunity and striking whilst the iron is hot can lead to positive outcomes.

Getting a response

Throughout the pitch, the prospect should be included and the call made into a conversation rather than a monologue by the salesperson. One way to ensure participation and show your prospect that you are listening is to ask questions.

There are many examples but some common ones include:

  • Are you following me so far?
  • What questions do you have for me?
  • How does that sound?

Using the questions that work for you and that sound natural and not forced is important as potential clients need to feel their needs are being addressed and asking questions also gives you the opportunity to discover any objections they might have and overcome them before the end of your pitch.


The most straightforward and obvious technique is to ask the prospect flat out to buy.

There is no reason why you can’t simply address the elephant in the room directly!

“So, shall I take your order now?”

This is an honest line that is direct and straightforward. After all is said and done, you are a salesperson trying to close a deal. Clever tricks and specialist techniques are not always the best way forward with all prospects.

The prospect understands that you are making a sales call and is expecting you to ask for their business so why disappoint? Many people may well appreciate your frankness and honesty, especially if they receive a lot of similar calls.

Set out a time frame

It is sometimes useful to set an agreed time frame with your prospective client. This may well boost your chances of doing business with them in the future and it sets out a clear picture to the prospect. Let them know and understand what the next steps are, what is involved and how long it will take if they proceed and place an order.

Make sure that they know:

  • The information that you and they require to come to a decision
  • How the process will work after they place their order
  • What you are going to do for them soon

An example might be to let them know that if they place an order today, payment is expected within 48 hours and delivery will be made the day after that. That way everything is clear and understood by both parties.

This technique demonstrates to the prospect that you are there to deliver a good service and complete your side of the agreement. This is also important if future business is possible.


Start and end the call in a positive way. The detail and technical aspects can be covered in the middle of the call or presentation but always end confidently and with positivity.

Sum up confidently with phrases such as:

  • ‘I appreciate you taking the time to talk to me today’
  • ‘Thank you very much for your business and I believe you will be very pleased with your decision’
  • ‘It has been fantastic talking to you and I’ll be in touch again soon’

Again, this is important if you have successfully clinched the deal, but just as important if you have not. Finishing the call and leaving a positive impression can leave the door open for a future sale and make them more likely to take your call and speak to you again in the future.

Why not?

Ask your prospect straight out:

‘Is there any reason why we can’t move forward today?’

This question can disarm the prospect. It is a very direct question and as a result, it is difficult for your prospect to reply with something such as “because I don’t want to”.

If the prospect says there is no reason, then you have a deal. If they give you a genuine reason why they won’t move today, you still have the opportunity to overcome the reason preventing a deal.


Any and all of these techniques can have a positive impact on closing rates but knowing when to use them is key.

Listening to what the prospect is not saying as well as what they are will, over time and practice allows you to know which closing technique works best with each situation, make more sales and have satisfied clients.