{"id":45381,"date":"2021-08-12T06:48:00","date_gmt":"2021-08-12T10:48:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=45381"},"modified":"2021-08-20T10:46:45","modified_gmt":"2021-08-20T14:46:45","slug":"face-to-face-sales","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/","title":{"rendered":"How to Close a Face-to-Face Sale"},"content":{"rendered":"\n<p>Does your company do a lot of face-to-face sales? What is the best way to approach and secure a face-to-face deal? <\/p>\n\n\n\n<p>Getting a face-to-face meeting with a prospect is the culmination of your new business development efforts. There can still be a lot of work to do after the first meeting, including preparing a formal proposal or presentation. But the essential step to winning new business is first getting in front of the prospect and setting the tone for a productive relationship.<\/p>\n\n\n\n<p>In this article, we&#8217;ll discuss the eight stages of a face-to-face sales call and what to do at each stage to increase your chances of <a href=\"https:\/\/www.shortform.com\/blog\/closing-the-deal-in-sales\/\">closing the deal<\/a>. <\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Preparing for the Face-to-Face Call<\/strong><\/h2>\n\n\n\n<p>A surprising number of salespeople try to \u201cwing it\u201d in face-to-face sales calls, but the key to a successful call is taking ownership of it from start to finish. You can\u2019t own the call without a plan and structure. Reasons for planning are:&nbsp;<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>You\u2019ll come across as a professional.<\/li><li>It\u2019s the only way to ensure the outcome you want.<\/li><\/ol>\n\n\n\n<p>In contrast, not planning your call sets you up for two problems:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>Frustrating the customer with a poorly organized call that wastes their time.<\/strong> Since customers are used to poorly handled calls, they\u2019ll treat you like any other sales rep (they\u2019ll try to get rid of you as soon as possible). You\u2019ll have missed the chance to differentiate yourself as someone who offers unique and valuable information.<\/li><li><strong>Defaulting to the customer\u2019s process.<\/strong> If you don\u2019t have a plan for the meeting and the sales process, the buyer will take charge, and you\u2019ll be less likely to meet your objectives. A customer directing the meeting may start with: \u201cI only have 30 minutes, so what do you have for me?\u201d or they may bombard you with questions that put you on the defensive. In both cases, you don\u2019t get the chance to learn about the buyer\u2019s concerns and ways you can help.<\/li><\/ol>\n\n\n\n<p>To prepare mentally for the initial face-to-face call, remember that:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong><a href=\"https:\/\/www.shortform.com\/blog\/your-life-purpose\/\">Your purpose<\/a> is to learn about the prospect\u2019s business to determine how you can address their issues.<\/strong> You should be starting a relationship, <a href=\"https:\/\/www.shortform.com\/blog\/how-to-gather-information-2\/\">gathering information<\/a>, and opening a dialogue. Listen more than you talk. The initial call isn\u2019t the time to make a presentation.&nbsp;<\/li><li><strong>You\u2019re on the same side.<\/strong> The <a href=\"https:\/\/www.shortform.com\/blog\/sales-relationships-spin-selling\/\">sales relationship<\/a> is sometimes seen as adversarial. However, you should be the buyer\u2019s ally; you\u2019re working with her to solve a problem. Before sitting down for a meeting, look for a way to communicate that you\u2019re on the same side\u2014for instance, by sitting perpendicular to the prospect rather than directly across from her, which is an opposing position.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>The Stages of a Sales Call<\/strong><\/h3>\n\n\n\n<p>Conducting a sales call is like piloting an airplane. You must follow a plan with specific stages in the proper sequence. The order is critical to the outcome. Here are the stages of a prospect call:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Create rapport and learn the customer\u2019s style.<\/li><li>Introduce the agenda and get buy-in.<\/li><li>Clear the air (this applies to existing customers).<\/li><li>Tell the <a href=\"https:\/\/www.shortform.com\/blog\/sales-story\/\">sales story<\/a>.<\/li><li>Ask discovery questions.<\/li><li>Sell.<\/li><li>Determine fit and explore objections.<\/li><li>Agree on and schedule the next steps.<\/li><\/ol>\n\n\n\n<h4 class=\"wp-block-heading\">1) Create Rapport and Learn the Customer\u2019s Style<\/h4>\n\n\n\n<p>At this stage, connect with the customer and make them comfortable. Rather than commenting on a photo on their desk in clich\u00e9 fashion, have a genuine conversation about news, sports, or something interesting you noticed in their LinkedIn profile. Only chat for as long as the customer wants to\u2014move on if you get one-word answers.<\/p>\n\n\n\n<p>Also, assess the person\u2019s personality and conversational style\u2014for example, are they quiet, talkative, or impatient? As the meeting continues, you\u2019ll want to adapt your approach to the customer\u2014for example, cut to the chase if the customer is impatient. The more comfortable they are with you, the more amenable they\u2019ll be to your ideas.&nbsp;<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">2) Introduce the Agenda and Get Buy-In<\/h4>\n\n\n\n<p>Next, share your agenda, then ask the customer what they\u2019d like to get from the meeting. This accomplishes the following:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>It differentiates you from competitors (most reps don\u2019t have sales call agendas in the first place) and shows that you\u2019re a professional.<\/li><li>It shows respect for the customer\u2014executives want to know where a meeting is going; sharing the agenda is a professional courtesy.<\/li><li>It signals that the meeting will be a dialogue, not a typical one-sided presentation the buyer can tune out.<\/li><\/ul>\n\n\n\n<p>Here\u2019s an example of how Weinberg handles the first two stages: building rapport and sharing the agenda:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u201cThank you for inviting me. Since we set up this meeting for 30 minutes, I\u2019ll make sure we\u2019re done by 10:30. I\u2019ll start with a two-minute introduction to the company and how we help clients, then I\u2019d like to ask a few questions about how you\u2019re dealing with the challenge of late deliveries. Depending on your situation, I can show you some ways we ensure on-time delivery. Then we can discuss whether our services might be a good fit for you and the next step. That\u2019s the agenda I had in mind. What were you hoping to get from this meeting?\u201d<\/li><\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">3) Clear the Air<\/h4>\n\n\n\n<p>This step applies only to current customers. It\u2019s important to clear up any problems or bad experiences the customer has had with your company before you talk about increasing their business with you.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">4) Tell Your Sales Story<\/h4>\n\n\n\n<p>In three minutes, tell your client-focused sales story, highlighting why customers turn to you, what you offer, and how you\u2019re different from competitors. Be alert to the prospect\u2019s reactions to the client problems and opportunities you list\u2014for example, a nod or a wince indicates you\u2019ve hit on a relevant issue. If the customer asks a question, answer briefly but don\u2019t go into details and sidetrack your story. Make a note so you can discuss the question further in the next phase of the call.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">5) Ask Discovery Questions<\/h4>\n\n\n\n<p>In this stage, ask \u201cdiscovery\u201d questions to gather information, identify problems and opportunities, and demonstrate expertise on issues relevant to the customer. Discovery questions can be personal, strategic, issue-focused, or sales process-focused:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Personal<\/strong>: Ask questions to discover what\u2019s important to the customer personally\u2014for example, what their goals are, what results they\u2019re seeking, how they\u2019re evaluated, and how you can help them. The more trust and understanding you can build, the more successful the customer relationship will be.<\/li><li><strong>Strategic<\/strong>: Ask strategic questions to understand the customer\u2019s big picture: about the market, industry, corporate goals and strategies, and internal and external pressures such as cutting costs. Do your research so you can ask specific, relevant questions. Otherwise, your ignorance and laziness will be apparent and make a poor impression.<\/li><li><strong>Issue-focused questions: <\/strong>After learning about the customer\u2019s environment, ask questions to uncover the specific ways your offerings can help. Convert the client issues highlighted in your sales story (what you\u2019ve done for past clients) into opened-ending probing questions. For example: \u201cHow are you handling (X challenge)?\u201d Also, ask about issues the customer reacted to when you told your sales story. Take notes, ask followup questions, and seek clarification. What you learn will help you address the issues in the selling phase.<\/li><li><strong>Sales process questions: <\/strong>Ask questions about the company\u2019s processes so you can avoid running into internal roadblocks later. For instance, try to determine: who has <a href=\"https:\/\/www.shortform.com\/blog\/methods-of-decision-making-crucial-conversations\/\">decision-making<\/a> authority and who will influence the decision, what the timelines and budget are, what criteria the decision will be based on, and what alternatives to your offer are being considered. You should have the answers to these questions before making a proposal, so you have the best chance at winning the customer\u2019s business.<\/li><\/ul>\n\n\n\n<h4 class=\"wp-block-heading\">6) Sell<\/h4>\n\n\n\n<p>With the information you\u2019ve gleaned, deliver a sales pitch that incorporates what matters to the prospect. Show that you\u2019ve listened by focusing only on the points relevant to the buyer, and connecting their needs with your offerings using the buyer\u2019s words.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">7) Confirm Fit and Explore Objections<\/h4>\n\n\n\n<p>This is the time to comment, \u201cFrom this conversation, it looks like we might be a good fit for your needs. What do you think?\u201d If the customer is slow to confirm you\u2019re a fit, you may need to ask more sales process questions to determine whether there&#8217;s an obstacle somewhere. If you have a feeling there\u2019s an issue the client isn\u2019t talking about, ask: \u201cI have a feeling something is concerning you\u2026 What are you thinking?\u201d<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">8) Agree On and Schedule the Next Steps<\/h4>\n\n\n\n<p>Simply ask: \u201cWhat do you propose as a logical next step?\u201d Listen to the response, then summarize the next steps for each of you\u2014for example: \u201cBased on what you\u2019re saying, how about if I do X and you do Y.\u201d Open your calendar and schedule the tasks. Confirm the date and next step one more time.<\/p>\n\n\n\n<p>As you conclude the meeting, don\u2019t go overboard thanking the prospect for their time. Because you\u2019ve delivered value, the prospect should be equally appreciative of the time you spent meeting them.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Does your company do a lot of face-to-face sales? What is the best way to approach and secure a face-to-face deal? Getting a face-to-face meeting with a prospect is the culmination of your new business development efforts. There can still be a lot of work to do after the first meeting, including preparing a formal proposal or presentation. But the essential step to winning new business is first getting in front of the prospect and setting the tone for a productive relationship. In this article, we&#8217;ll discuss the eight stages of a face-to-face sales call and what to do at<\/p>\n","protected":false},"author":7,"featured_media":45895,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103],"tags":[456],"class_list":["post-45381","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","tag-new-sales-simplified","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Close a Face-to-Face Sale - Shortform Books<\/title>\n<meta name=\"description\" content=\"Does your company do a lot of face-to-face sales? In this article, we&#039;ll discuss how to approach a face-of-face sale call to secure the deal.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Close a Face-to-Face Sale\" \/>\n<meta property=\"og:description\" content=\"Does your company do a lot of face-to-face sales? In this article, we&#039;ll discuss how to approach a face-of-face sale call to secure the deal.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-08-12T10:48:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-08-20T14:46:45+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1920\" \/>\n\t<meta property=\"og:image:height\" content=\"1080\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Darya Sinusoid\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Darya Sinusoid\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\"},\"author\":{\"name\":\"Darya Sinusoid\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\"},\"headline\":\"How to Close a Face-to-Face Sale\",\"datePublished\":\"2021-08-12T10:48:00+00:00\",\"dateModified\":\"2021-08-20T14:46:45+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\"},\"wordCount\":1549,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg\",\"keywords\":[\"New Sales Simplified\"],\"articleSection\":[\"Communication\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\",\"name\":\"How to Close a Face-to-Face Sale - Shortform Books\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg\",\"datePublished\":\"2021-08-12T10:48:00+00:00\",\"dateModified\":\"2021-08-20T14:46:45+00:00\",\"description\":\"Does your company do a lot of face-to-face sales? In this article, we'll discuss how to approach a face-of-face sale call to secure the deal.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg\",\"width\":1920,\"height\":1080},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.shortform.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How to Close a Face-to-Face Sale\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#website\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"name\":\"Shortform Books\",\"description\":\"The World&#039;s Best Book Summaries\",\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.shortform.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\",\"name\":\"Shortform Books\",\"url\":\"https:\/\/www.shortform.com\/blog\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png\",\"width\":500,\"height\":74,\"caption\":\"Shortform Books\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\",\"name\":\"Darya Sinusoid\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png\",\"contentUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png\",\"caption\":\"Darya Sinusoid\"},\"description\":\"Darya\u2019s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain\/mind\/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.\",\"url\":\"https:\/\/www.shortform.com\/blog\/author\/darya\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"How to Close a Face-to-Face Sale - Shortform Books","description":"Does your company do a lot of face-to-face sales? In this article, we'll discuss how to approach a face-of-face sale call to secure the deal.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/","og_locale":"en_US","og_type":"article","og_title":"How to Close a Face-to-Face Sale","og_description":"Does your company do a lot of face-to-face sales? In this article, we'll discuss how to approach a face-of-face sale call to secure the deal.","og_url":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/","og_site_name":"Shortform Books","article_published_time":"2021-08-12T10:48:00+00:00","article_modified_time":"2021-08-20T14:46:45+00:00","og_image":[{"width":1920,"height":1080,"url":"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg","type":"image\/jpeg"}],"author":"Darya Sinusoid","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Darya Sinusoid","Est. reading time":"7 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#article","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/"},"author":{"name":"Darya Sinusoid","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46"},"headline":"How to Close a Face-to-Face Sale","datePublished":"2021-08-12T10:48:00+00:00","dateModified":"2021-08-20T14:46:45+00:00","mainEntityOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/"},"wordCount":1549,"commentCount":0,"publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg","keywords":["New Sales Simplified"],"articleSection":["Communication","Sales"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/","url":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/","name":"How to Close a Face-to-Face Sale - Shortform Books","isPartOf":{"@id":"https:\/\/www.shortform.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage"},"thumbnailUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg","datePublished":"2021-08-12T10:48:00+00:00","dateModified":"2021-08-20T14:46:45+00:00","description":"Does your company do a lot of face-to-face sales? In this article, we'll discuss how to approach a face-of-face sale call to secure the deal.","breadcrumb":{"@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.shortform.com\/blog\/face-to-face-sales\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#primaryimage","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg","width":1920,"height":1080},{"@type":"BreadcrumbList","@id":"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.shortform.com\/blog\/"},{"@type":"ListItem","position":2,"name":"How to Close a Face-to-Face Sale"}]},{"@type":"WebSite","@id":"https:\/\/www.shortform.com\/blog\/#website","url":"https:\/\/www.shortform.com\/blog\/","name":"Shortform Books","description":"The World&#039;s Best Book Summaries","publisher":{"@id":"https:\/\/www.shortform.com\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.shortform.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.shortform.com\/blog\/#organization","name":"Shortform Books","url":"https:\/\/www.shortform.com\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2019\/06\/logo-equilateral-with-text-no-bg.png","width":500,"height":74,"caption":"Shortform Books"},"image":{"@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46","name":"Darya Sinusoid","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/image\/","url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png","contentUrl":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/07\/Untitled-design-1.png","caption":"Darya Sinusoid"},"description":"Darya\u2019s love for reading started with fantasy novels (The LOTR trilogy is still her all-time-favorite). Growing up, however, she found herself transitioning to non-fiction, psychological, and self-help books. She has a degree in Psychology and a deep passion for the subject. She likes reading research-informed books that distill the workings of the human brain\/mind\/consciousness and thinking of ways to apply the insights to her own life. Some of her favorites include Thinking, Fast and Slow, How We Decide, and The Wisdom of the Enneagram.","url":"https:\/\/www.shortform.com\/blog\/author\/darya\/"}]}},"jetpack_sharing_enabled":true,"jetpack_featured_media_url":"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2021\/08\/sales-customer-transaction-business-shopping.jpg","_links":{"self":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/45381","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/comments?post=45381"}],"version-history":[{"count":5,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/45381\/revisions"}],"predecessor-version":[{"id":46054,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/posts\/45381\/revisions\/46054"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media\/45895"}],"wp:attachment":[{"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/media?parent=45381"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/categories?post=45381"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.shortform.com\/blog\/wp-json\/wp\/v2\/tags?post=45381"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}