Find out how to close a sale over the phone with an electronic signature in 9 tips

The digitalization of business processes has advanced by leaps and bounds, which explains why knowing how to close a sale over the phone with an electronic signature have become an increasingly common strategy among companies. 

This phenomenon occurs thanks to the ability that this practice offers organizations to reach customers and close deals quickly and efficiently, without the need for face-to-face meetings. However, it is necessary to keep in mind that, to optimize this process and guarantee the closing of contracts in an agile and secure manner, the adoption of electronic signature a fundamental solution is made.

Simplifying the formalization of agreements, it offers an additional layer of security and legal compliance, ensuring that contracts are signed with the same validity as a traditional signature.

Throughout this article, we will present nine essential tips to help you close sales over the phone using electronic signatures, optimizing your sales process and ensuring a fluid and efficient experience for both you and your customers. Good reading!

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9 practical tips on how to close a sale over the phone with an electronic signature

We, at ZapSign, highlight nine essential strategies to improve your telephone sales process using electronic signatures. 

By implementing the following tips into your sales team's operations, maximizing the efficiency and effectiveness of your organization's sales process will be a natural consequence. Check it out below.

1. Plan your calls

Firstly, keep in mind that, before even calling the customer, you should research them in order to personalize your approach. Identify your needs and challenges, using public information, such as news and social networks.

These insights should be used in your approach to highlight the benefits of electronic signatures, such as cost savings and security. Once you deeply understand the customer's problems, you will be able to offer a more convincing solution, demonstrating professionalism and objectivity – thus increasing your chances of success.

2. Choose the right moment

Knowing the right time for your calls is decisive to maximize the chances of contacting the customer and obtaining a positive response. There is, in the corporate world, a general consensus that calls in the middle of the week, especially between 16pm and 17pm, is more effective – and this is not surprising, as, in fact, many professionals are more available during this period.

Avoid calling at the beginning of the week or late Friday afternoon, times when most people are busy with other activities. Also consider the particularities of each sector and adjust your strategy according to each specific context.

In this sense, it is worth considering the use of CRM tools as the main instrument for analyzing data and identifying the best moments for contact, thus optimizing your efficiency and chances of success.

3. Set clear goals

Before starting a call, another fundamental measure is to establish a clear objective for the conversation. This makes it easier to maintain focus and increase the effectiveness and professionalism of the approach, avoiding wasted time and other practical complications.

This strategy allows you to adjust your approach as needed, maintaining control of the conversation and increasing the chances of progress in the sales process. By guiding the conversation in this way, digressions are avoided and the client's perception of your proposal obtains significant improvements.

4. Be direct and objective

In order to make your calls even more effective, use a concise and objective script that covers all the important points that will need to be covered. Start with a friendly greeting and a brief introduction, highlighting the relevance of the call and the benefits of electronic signatures, such as time savings, cost reduction, security and sustainability.

Include strategic questions to understand the customer's needs and keep the script flexible for customization during the conversation. End with a recap of the main points and move on to the next step. This ensures clear, results-oriented communication.

5. Strengthen security and legality

The security and legal validity of electronic signatures These are recurring and, in fact, legitimate concerns that the customer may present. Therefore, during your calls, it is essential to address these topics. Explain that this method of recognizing and validating agreements has full legal validity in accordance with Brazilian legislation, as established by the terms of Provisional Measure 2.200-2 of 2001, which created the Brazilian Public Key Infrastructure (ICP-Brazil).

Highlight the advanced security protocols adopted, such as encryption, multi-factor authentication and auditability, not forgetting to reinforce the reliability of the technology by mentioning its wide adoption in the most diverse sectors.

It is also extremely important to address any additional customer questions, offering detailed explanations and use case examples. This clarification will be vital to strengthening customer confidence in the adoption of electronic signatures.

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6. Demonstrate practicality

Highlight, during your call, how electronic signatures simplify and speed up administrative processes. Explain how it eliminates traditional signature steps, such as the need to print and physically send documents, reducing costs and time.

Don't forget to emphasize the convenience of digitized process, which allows you to close contracts in minutes, and highlight practical examples, such as signing contracts during a sales call. 

Also highlight the environmental benefits of reducing the use of paper – a topic that is increasingly present and relevant in society, which today is more attentive to environmental issues. These points will help the customer understand the value of electronic signatures and facilitate their decision to adopt this technology.

7. Make the decision easier

During your call, offer a live demonstration of the eSignature so the customer can see its simplicity and efficiency in action. It is necessary to prepare adequately, ensuring access to the software and a sample document, and explaining the context, highlighting the main points of the demonstration.

Conduct the step-by-step demonstration, showing document submission, signer authentication, signing, and storage, and emphasizing the benefits at each step, such as eliminating the need to print and physically mail documents. Pay attention to customer questions during the demo and share use cases and success examples to reinforce the credibility of the solution.

After recapping the benefits, offer next steps, such as setting up a trial version or scheduling a follow-up meeting. A well-executed demonstration can be decisive in convincing the customer of the effectiveness of electronic signatures, facilitating decision-making.

8. Follow with persistence

Regular follow-up after an initial call is essential in the sales process, showing commitment and offering opportunities to clarify doubts and advance the business relationship. 

Establish a follow-up schedule, including an initial one to thank and recap the conversation, followed by regular follow-ups at strategic intervals. Personalize each follow-up to reflect the points discussed and offer additional value, such as sharing relevant content.

Be proactive in resolving objections, offering additional information to dispel doubts. Keep communication open by responding to customer questions.

Adjust your approach as needed, changing the frequency of follow-ups or personalizing the message to reignite interest. Persistence in carrying out follow-ups demonstrates your value to the customer and can be crucial to closing the sale and establishing a long-term relationship.

9. Integrate digital tools

A integration It is one of the key factors for your sales strategy to be able to optimize operations effectively. Pay attention to the centralization of data in your CRM, in addition to the importance of keeping it integrated with other platforms management for efficient data synchronization.

Store all lead and customer details in one place to customize approaches, and monitor the status of each contract to identify opportunities for advancement. Set up automatic alerts so you don't miss important deadlines and use CRM data to send targeted messages to your audience, in addition to tracking key metrics to identify areas for improvement in the sales team. 

By guiding your sales team with these 9 practical tips on how to close sales over the phone with an electronic signature, you will quickly notice a significant improvement in the results achieved by your company.

Finally, if you really want to transform your sales processes and reach new levels of success, we take this opportunity to invite you to download our exclusive material on how, in age of electronic documents, electronic signatures are redefining efficiency and cost reduction in Brazilian companies.

Click here right now to further deepen your knowledge on this topic so important to any business, aligned with the main market trends and discover the best practices, success stories and all the advantages that this innovative technology can offer your company.