When you close a sales call, either in person or on the phone, make sure you recap exactly who is doing what, by when, and with whom. This ensures you don’t miss anything and also reminds the customer how well you were listening.
Remind them of what you’ll do: “As soon as I hang up I’ll ___________ and that will get things started. Then I’ll talk to__________as we discussed and have everything ready for Thursday.
”No matter how great a job you’ve done listening and summarizing, you should then follow up with a good closing question, such as “What else do I need to know?” You’ll be surprised at what other opportunities arise.