Closing business over the phone-Closing-business-over-the-phone

Video Transcription

Video Summary

In this webcast, Matt, a 13-year sales veteran from Rapid7, explains why sellers should keep closing during crisis, arguing that buying and selling help support economic recovery and public services. He emphasizes adapting to crisis behavior: buyers seek safety and proof, so social proof and references matter more. Success depends on mindset, empathy, and accepting that some deals will slip. <br /><br />He then shares practical phone-selling tips: choose a comfortable call setting, use the right platform, do a soundcheck, have backups for meetings, and always know the customer’s mobile number. His main framework is profile, pain, and process. During a crisis, sellers should “waterproof” customer information, quantify pain carefully, and understand the buying process and potential roadblocks. He recommends asking, “What happens next in the buying process?” to map the path forward. Throughout, he stresses that human connection matters more than perfection.

Keywords

sales during crisis

buyer behavior

social proof

phone selling tips

customer pain points

buying process