Once you've gauged the customer's needs, built a rapport, and convinced them of the value of your product, it's time to close the sale:

• Context and Timing – there’s a fine line between the right time and place to make a sale, and the absolute wrong time and place. When the customer has an issue you need to resolve, simply working on resolving their issue should be at the front of your mind. Likewise at the end of the call after their issue has been resolved, they just want to get off the phone and a sales pitch out of the blue is likely to irritate them then as well. It’s important to get a feel for when is the right time and situation for a pitch.
• Assume the Sale – This is an old adage that speaks not only to your confidence and control of the conversation, but the point of sale as well. An example would be (without having asked them yet to purchase), “So, we’ll add this to your account and if you’re unsatisfied within 24 hours, you can always cancel it and get a refund. Sound good?” Another might be, “You shouldn’t need to worry about that on your own. I’ll sign you up for that so you don’t even need to think about it. It’ll be taken care of.” If their response to either is something like “Yes” or “Ok”, then they should expect and accept you are about to take their credit card and charge it.