How to Close a Deal on the Phone Before They Hang Up | Ep 953
episodePreviously titled “How to Close a Deal on the Phone Before They Hang Up | Ep 952” — renamed by the publisher on Aug 2, 2026
Transcript
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What strategies can help close a deal on the phone?
Welcome back to the game. In this episode, I had a conversation with a swim school business owner. They're currently doing about $300,000 a year and spending about 1400 bucks a month on ads and getting leads for about $12 a pop. Their problem was that they never sold to cold leads before, since their business grew entirely by word of mouth, something that's very common. So here's what we broke down on this call.
How do you create urgency for prospects during a sales call?
Number one, how to pre-sell the customer before presenting the offer to maximize the likelihood they buy. Number two, how to create time urgency on a live sales call without being pushy or really having some real urgency behind it. Number three, how to take payment over the phone and stay on the call until the signup is complete. Hope this is super valuable to you. Enjoy.
What makes an offer irresistible to potential clients?
Because what we want to do with the O is we want to close all the other doors. Because right now you're leaving a lot of doors open in the sales process. So you have to say, hey, if you're not going to do this, what would you do? Well, I would do it at home. Well, do you have access to a pool?
How can you upsell effectively during a sales conversation?
No, not really. Or I do, but it's like, they say yes. You're like, okay, well, when would you do it? Would you have time to take them three times a week? And they're going to be like, well, no, I don't have time to take them three times a week.
What steps should be taken from warm leads to closing a deal?
And you're like, all right. So is it safe to say that there's no reasonable alternative for you right now? And be like, yes. It's like, honestly, you're the perfect fit for what we have. Can I tell you a little bit about it?
How do you establish authority in a sales conversation?
Yes, okay. So no one's ever walked you through the process of teaching a kid how to swim before, right? Right, okay, cool. So I'm making myself the authority right now. So there's three things that you have to do to teach the skills.
What are the three essential elements needed for a successful sale?
So every kid needs to float, get to the wall, and learn how to do help. That sounds obvious, but there's a big difference between people who succeed at doing that and the ones that don't. And the ones that do have three things in common. Number one is the right environment. So right now you're at home, it's distracting, or you go to a public pool, there's big kids doing cannonballs next to you, doesn't work, right?
How can you effectively manage objections during a sales call?
Right. The second is you've got people who are just lifeguards off duty, have never really done this before, and they're not actually experts at training, right? You can imagine, let me think of an analogy. If I've got a high school kid who's just drawing, and then I've got a master artist, who do you think can teach someone how to do it better? Well, the master artist, of course. And not only can they do it better, they'll do it faster. And so the third thing is if you have the right environment, you have the right expertise, the next thing is you need the right process, right? You don't want to have somebody who's doing this willy-nilly. Instead, it's like a repeatable system to get someone from never been around a pool to you being a stress-free parent so you don't have to worry about doing a good job.
Does that all make sense? Okay, great. So when did you want to have Timmy come in? Summer. But yeah. No, no, you want him ready by summer, right? So it'd be like you saying, hey, I want to be 40 pounds lighter by summer. And I'm like, right, so we got to start now. Yeah. Okay, honestly, the best time to start would have been last month. So you're a little late. So we got to move the anchor. So if someone says, hey, I'd rather come in the summer, it's like, honestly, sweetie, it's February. You should have been started in December. If you want him to miss the summer, he needs to start coming tomorrow, right? So it's like, what's the first day this week you can bring them in? Absolutely. Right? And she says, whatever.
And you're like, great. What card do you want to use? Mm-hmm. Yeah. And then they're gonna, you say Visa or MasterCard, whatever, and they're gonna say one of the two. You say, great. And then what's gonna happen is they're gonna start reading the card number. And you're like, no, no, no, no, no. Actually, don't read the card number.
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Chapters
8 chapters
1
What strategies can help close a deal on the phone?
0:00–0:19
2
How do you create urgency for prospects during a sales call?
0:19–0:38
3
What makes an offer irresistible to potential clients?
0:38–0:51
4
How can you upsell effectively during a sales conversation?
0:51–1:01
5
What steps should be taken from warm leads to closing a deal?
1:01–1:12
6
How do you establish authority in a sales conversation?
1:12–1:22
7
What are the three essential elements needed for a successful sale?
1:22–1:39
8
How can you effectively manage objections during a sales call?
1:39–9:26