How a remote closer sales call is structured
A remote closer sales call usually runs in nine stages: pre-call prep, the opening and frame, discovery, the gap (where the prospect is versus where they want to be), presenting the offer, questions and objections, the ask, payment and next steps, and post-call notes. High-ticket calls on Zoom or the phone often run around an hour (there is no public benchmark), and the closer spends most of that time asking questions and listening, not pitching. The structure is the same for closers in Australia and the US, but the consumer law around cancelling differs, so it is worth knowing both. She Sells, with a team in Australia and the US, teaches this exact call flow through live role play in its programs.
If you are new to the role, start with what a remote closer actually does, then come back here for the call itself.
The nine stages at a glance
Here is the whole call on one page. The time share is an illustration for a 60-minute call, not data: there is no public research on how closers split their time, and every offer and prospect is different.
| Stage | What you are doing | Illustrative time share (60-min call) |
|---|---|---|
| 1. Pre-call prep | Reading the setter’s notes and application, checking the offer details | Before the call (5 to 10 minutes) |
| 2. Opening and frame | Building rapport, setting the agenda and the time | About 5 minutes |
| 3. Discovery | Asking about their situation, goals and what they have tried | About 20 minutes |
| 4. Gap and pain | Reflecting back the distance between now and where they want to be | About 10 minutes |
| 5. Presenting the offer | Explaining only the parts of the offer that solve what they told you | About 10 minutes |
| 6. Questions and objections | Answering honestly, clarifying concerns | About 5 to 10 minutes |
| 7. The ask | Asking a clear, calm question about whether they want to go ahead | 1 to 2 minutes |
| 8. Payment and next steps | Taking payment or booking a follow-up, explaining what happens next | About 5 minutes |
| 9. Post-call notes | Updating the CRM, flagging follow-ups, telling the setter how it went | After the call (5 to 10 minutes) |
Discovery and the gap take roughly half the call. The pitch is short because the prospect has already told you what matters.
Stage by stage: what to say and why
1. Pre-call prep
Many closers work from calendars that an appointment setter has filled (here is how closers and setters split the work). Before each call, read the application form or setter notes: what the person does, what they want, any budget or timing comments. Have the offer details, payment options and terms open in a tab. Prep lets you open with “You mentioned you want to grow your coaching business. Is that still the main goal?” instead of “So, tell me about yourself.”
2. Opening and frame
The opening sets the tone: friendly, unhurried, and honest about why you are both there. A good frame tells the prospect what the call will cover and gives them permission to say no.
Example phrasing: “Thanks for jumping on. We’ve got about an hour. I’d love to ask you some questions about where you’re at and what you want, and if it looks like our program could help, I’ll walk you through it. If it’s not a fit, I’ll tell you, and that’s totally fine too. Sound good?”
When people know they can say no without pressure, they relax and tell you the truth.
3. Discovery
This is the heart of the call. You ask open questions and listen far more than you talk. Good discovery covers where they are now, what they want, why it matters, what they have already tried, and what is getting in the way.
Example phrasing:
- “Walk me through what a normal week looks like for you right now.”
- “What made you book this call now, rather than six months ago?”
- “What have you tried so far, and how did it go?”
Write down their exact words. You will use them later.
4. Gap and pain
Here you summarise what you heard: where they are, where they want to be, and what is in the way. This is not about making someone feel bad; it is checking you understood them.
Example phrasing: “So if I’ve got this right, you’re working 50 hours a week, you want to be home for school pick-up, and the thing stopping you is that you don’t have a skill that pays well part-time. Is that fair?”
Want to practise calls like this before you take real ones? Book a free call with the She Sells team and ask how the role play works.
5. Presenting the offer
Ask permission first: “Would it help if I showed you how the program works?” Then present only the parts that connect to what they told you. If they said time is the problem, talk about the schedule. If they said confidence is the problem, talk about the support. Be precise about what is and is not included, what it costs, and the refund or cancellation terms. Inflated promises can breach consumer law in both countries.
6. Questions and objections (the short version)
Common ones are about money, time, timing and “I need to talk to my partner”. The basics are simple: thank them for raising it, ask a question to understand what is really behind it, answer honestly, and check whether that answered it. If the offer is not right for them, say so. Objection handling deserves its own article; this is just the frame.
7. The ask
The ask is one clear question, then silence.
Example phrasing: “Based on everything you’ve told me, I think this could genuinely help. Would you like to go ahead?” or “What would you like to do?”
No countdown timers, no “this price disappears when we hang up” unless that is actually true and stated in the offer terms.
8. Payment and next steps
If they say yes, walk them through the payment link or checkout while you are still on the call, confirm the amount and any payment plan, and tell them exactly what happens next: welcome email, onboarding call, login details. If they need time, book a specific follow-up rather than “I’ll get back to you”. Either way, make sure they have the written terms, including any cancellation rights.
9. Post-call notes
Straight after the call, update the CRM: outcome, objections raised, follow-up date, and anything the setter or fulfilment team needs to know. This is often how your commission is tracked, so be accurate. For what the rest of the working day looks like around these calls, see a day in the life of a remote closer.
How She Sells teaches the call structure
You learn this by running the call out loud, getting stuck, and running it again. She Sells’ programs are built around that:
- She Launches is the foundation program: live coaching, role play and call frameworks. It does not include direct placement.
- She Soars is the career program through the She Sells Cert III in Remote Sales certificate, with placement facilitation: once you’re certified, our recruitment team works with you to land a role within 90 days, or your money back.
Compliance notes: cooling-off and consumer law in Australia and the US
The business you close for is responsible for its terms and checkout, but what you say on the call matters. This is general information, not legal advice: check the current rules and your client’s legal position.
Australia: Australian Consumer Law (ACL)
The ACL has special rules for unsolicited consumer agreements. According to the ACCC, an agreement is unsolicited when a salesperson approaches a consumer without being invited, negotiations happen by phone or away from the supplier’s premises, and the total value is more than A$100 (or not known at the time). Those agreements carry a 10 business day cooling-off period, and the seller generally cannot take payment during it.
Many remote closing calls are booked by the prospect through an application or calendar link, so they are usually invited contact. But be careful: the ACCC says a sale can still count as unsolicited if someone gave their details for one purpose (such as a competition or a free download) and was then called to sell something different, or if they returned a missed sales call. Consumer Protection WA sets out the same three conditions. Cold-outreach leads need checking.
Separately from cooling-off, the ACL prohibits misleading claims and undue pressure in any sale, invited or not. That is one more reason to be accurate about results, inclusions and refunds.
United States: the FTC Cooling-Off Rule
The FTC explains that the rule gives buyers three days to cancel certain sales made at their home, workplace or dormitory, or at a seller’s temporary location such as a hotel or convention centre. Sales under US$25 at home or under US$130 at temporary locations are not covered, and sales made entirely online, by mail or by telephone are excluded.
So a typical Zoom or phone close in the US usually falls outside the federal Cooling-Off Rule. The business’s refund policy, state consumer laws and the FTC’s rules against deceptive claims still apply, and sales at in-person events (such as a hotel seminar) may be covered.
| Australia (ACL) | United States (FTC Cooling-Off Rule) | |
|---|---|---|
| Main trigger | Uninvited approach, by phone or away from the supplier’s premises | Sales at the buyer’s home, workplace or a seller’s temporary location |
| Value threshold | More than A$100 (or value not known) | US$25 or more at home, US$130 or more at temporary locations |
| Cancellation window | 10 business days | Until midnight of the third business day |
| Phone or online sales | Uninvited phone sales can be covered | Sales made entirely by phone or online are excluded |
Results vary. Nothing here is a promise of income. See our earnings disclaimer.
Want to learn the call structure with live coaching? Book a free call with the She Sells team.
Frequently asked questions
How long is a typical remote closer sales call?
Many high-ticket closing calls run around an hour, but it depends on the offer and the business, and simpler offers can be much shorter. There is no official benchmark, so treat any number you hear as a rough guide.
Do remote closers use a script?
Most use a framework rather than a word-for-word script. The stages stay the same, but the questions and examples change to match each prospect.
What is the most important part of the sales call?
Discovery. If you understand what the person wants and what is in their way, the presentation and the ask become short and natural. Skipping it is what makes calls feel pushy.
Does a cooling-off period apply to sales made on Zoom?
In the US, the FTC Cooling-Off Rule excludes sales made entirely online or by phone. In Australia, the ACL cooling-off period applies to unsolicited agreements, so a call the prospect booked is usually not covered, but cold-contact leads can be. The business you close for should check its own position.
Can I learn this with no sales experience?
Yes, many closers start with none. The structure is learnable, and the skills you use, like listening and asking good questions, are ones many mums already use daily. Practice through role play is what builds confidence before real calls.
