I always reach out to hundreds of professionals every week over the phone for explaining and pitching my product and solutions. I also share insights of mine with my friends who also happens to sales professional over the coffee and lunch. I also keep a close watch on my friends and associates when they are pitching over the phone to understand their process and even to self improve.
While watching and my friends and associates, I observed that with the intensity or zeal they start the process or the sales pitch they can't carry on the same enthusiasm while closing or rather sometimes even forget the closing equation and in turn loses the sale. Their negligence over proper ending may leave the customer confusing which in turn slow the sales process.
Provide the prospect with the next steps:
Whenever any sales professional is not advising the prospect about the next step, he is making the prospect to take his own steps and to decide based on his understanding and analogy. Sales professional should always give the next steps to take, be it filling up the form, giving his cc number, inviting him for a demo and even setting the time for meeting.
Make sure to review key information:
Over the phone the sales rep and the prospect discuss many details like specifications, affiliations and relevance which are related to the product but the sales rep should always provide key information which includes key dates, offers and the brief gist of key features to make sure that the prospect is updated and have clear idea about the benefits.
Always ask questions:
Many sales representative holds the notion that they should be speak more to close more but the professionals who closes more are the one who listens more. Every prospect wants to understand how the product can benefit for their company or themselves and the right sales person will tell them how the product can be useful by asking them the right questions about their company and their problems.
It is always good to have a great start but at the end the thing that matters the most is how you finish and great sales person always know how to end or finish it in a perfect manner