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Steps to Close a Sales Deal on the Phone

8 min read
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Messing up a closing call can be a big problem for sales reps, which is why they are overly cautious when it comes to making them. It is the make or break moment of the entire sales process, so of course there's a lot of pressure riding on this one call!

Sales calls in themselves are tricky and need sales reps to carefully close the deal over a number of conversations. With the closing call, there are certain steps the rep can follow to ensure they've created a solid plan to convert the lead.

Key Takeaways:

  1. Establish a strong introduction: A compelling and confident introduction is crucial to grab the prospect's attention and build rapport. Clearly state your name, company, and purpose of the call to establish credibility and set a positive tone.

  2. Active listening is essential: Actively listen to the prospect's needs, challenges, and goals. Ask open-ended questions to gather valuable information and demonstrate genuine interest. Understanding their pain points helps tailor your pitch and provide targeted solutions.

  3. Customize your pitch: Tailor your sales pitch based on the prospect's specific needs and pain points. Highlight the benefits and value your product or service can provide, addressing their concerns and offering personalized solutions. Show how your offering aligns with their goals.

  4. Overcome objections effectively: Anticipate and address objections proactively during the conversation. Listen attentively, empathize with the prospect's concerns, and provide persuasive responses. Use case studies, testimonials, and data to support your claims and build credibility.

  5. Close with confidence: When the time is right, confidently ask for the sale. Summarize the key points, emphasize the benefits, and present a compelling call-to-action. Be prepared to handle objections and offer reassurance to seal the deal.

  6. Follow up promptly: After the call, promptly follow up with the prospect. Send a personalized email or proposal to recap the discussion and provide any additional information they may need. Maintain open communication to nurture the relationship and address any remaining concerns.

Table of Contents

Know your goal

Go into the conversation knowing it is a closing call, and not just another one to discuss details and queries. You should try to establish this in the previous conversation itself so all the parties involved can be on the same page.

An easy way to do this is to send an agenda before the call that states what will be discussed in the next call, and also how you can help get the prospect started with your product. This will set the tone for the closing call, and make everyone's involvement clear.

Introduction and pleasantries

Take a quick minute to have everyone from your company and the prospect's company introduce themselves, so everyone knows who is on the call. At this point of the conversation, you shouldn't be adding a new person to the discussion, so the introduction is merely for the sake of building a rapport.

Don't waste too much time on pleasantries and catching up, and keep that to a minimum in the beginning. This small catch up will help you build basic trust and establish a relationship with the prospect's team. Once done, quickly move on to the important discussion, as you don't want to miss out on precious time with busy company executives.

Start the conversation

The best way to start this conversation is with a question. Ask something that will help you get a feel of where the prospect stands in the purchasing process and what is their willingness. Asking something as simple as "What is the next step for you with our company?" can do the trick.

The prospect will let you know whether they have any more questions to ask, or if they are good to go ahead with buying the product. This question will basically help you determine how the rest of the conversation needs to go.

Address any final doubts

Right before closing the deal is when prospects come up with the most doubts to clear. Questions about competitor pricing and features, product and implementation costs, and such come up at this point. Sales reps need to be prepared for these last minute questions and should have a plan in place to answer them efficiently.

Do your research beforehand so that you can remove all doubts and move ahead with closing the deal. Try to anticipate the problems that can arise and keep the required objection-defusing collateral ready.

Closing the deal

If your prospect is completely on board and ready to start with the buying process, then you need to establish an on-boarding time to close the deal and start the payment. Discuss and set a date for implementation of the product and talk about any remaining specifics.

You can also give your prospect a run-down of the whole on-boarding process so they know what to expect at every stage. Discuss an easy implementation plan and training for the company as well.

Cost negotiations

Companies often look for bonuses or price concessions when purchasing a product or service. This is why the sales rep should be sure of the number they will be quoting before they go into the conversation. Establish what would be the maximum discount you are willing to offer.

When you go into the conversation, you don't always have to offer a discount, as some companies are ok with the asking price. When negotiating, never start at the price you've set, or you'll just end up reducing it more.

Also, make sure you know the financial buyer who has the authority to speak on financial matters from the prospect's company before you start any negotiations.

Sign the contract

Once everything is finalized and all the details have been discussed, you can then move on to the last and most important step in the sales process - signing the contract. At the end of the call, reiterate the discussion to finalize the deal.

Once you've sent the contract to them, make sure to confirm on the date you will be receiving it back, as you don't need the prospect dragging out the sales process.

Sales calls can be tricky, but if you handle them the right way, they can easily go your way. Make sure to be confident in your product and pitch, and maintain a step wise approach to closing calls. Always being prepared, and knowing your client can go a long way.


In conclusion, mastering the steps to close a sales deal on the phone is crucial for sales success. By establishing a strong introduction, actively listening, customizing your pitch, overcoming objections, and closing with confidence, you can increase your chances of sealing the deal.

At FiveCRM, we understand the importance of effective sales strategies, and our CRM software is designed to support your sales efforts. With FiveCRM, you can streamline your sales process, manage leads efficiently, and track customer interactions seamlessly.

Ready to take your sales to the next level? Book a free demo with FiveCRM today and discover how our CRM can empower your sales team, boost productivity, and drive business growth. Don't miss out on this opportunity to elevate your sales performance and achieve your goals.

Contact us now and let FiveCRM be your partner in achieving sales excellence.


Q: Why is it important to establish a strong introduction during a sales call?

A: A strong introduction sets the tone for the conversation and helps build rapport with the prospect. It establishes credibility, captures their attention, and creates a positive impression of you and your company.

Q: How can active listening contribute to closing a sales deal on the phone?

A: Active listening is essential for understanding the prospect's needs, pain points, and goals. By actively listening, you can tailor your pitch, address their concerns effectively, and position your product or service as a valuable solution.

Q: How can a CRM like FiveCRM assist in closing sales deals on the phone?

A: FiveCRM provides a comprehensive CRM solution that helps streamline your sales process. It enables efficient lead management, tracks customer interactions, and provides valuable insights to empower your sales team. With FiveCRM, you can stay organized, nurture leads effectively, and improve your chances of closing deals.

Q: How can I effectively overcome objections during a sales call?

A: Overcoming objections requires active listening, empathy, and preparedness. Address objections with persuasive responses, use supporting evidence such as case studies or testimonials, and focus on the value and benefits your product or service offers to the prospect.

Q: What should be included in the closing stage of a sales call?

A: In the closing stage, summarize the key points of your discussion, emphasize the benefits, and confidently ask for the sale. Provide a clear call-to-action and be prepared to handle any remaining objections or concerns.

Q: How can I learn more about FiveCRM and its benefits for closing sales deals?

A: To learn more about how FiveCRM can help you close sales deals effectively, book a free demo with us. Our team will demonstrate how our CRM software can streamline your sales process, enhance productivity, and drive business growth.

Michael King says...

"I can’t think of a time where a client has requested something that we weren’t able to do with FiveCRM. Unlike most systems, it has a lot of flexibility."

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Managing Director, Senior Response


“Each client, and each of their campaigns, has its own unique specifications. We essentially needed to set up mini CRMs on one platform to meet those requirements.”

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Operations Director, Team Telemarketing

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