The One-Call Close: Should Your Team Still Be Aiming for It?
Using EQ-based selling to read the room, adjust the approach, and close the deal
The ability to secure a deal in a single in-home sales visit (also called the “one-call close”), is something that many reps were taught to aspire to achieving. Is it something that they should continue to aim for in 2025?
The one-call close is a highly efficient sales approach that requires precision, a deep understanding of the prospect’s need and pain points, a highly qualified lead, and above all—a highly skilled and emotionally intelligent sales rep.
With the goal of improving the bottom line, it is great to encourage sales reps to aspire to a one-call close. But before reps can achieve that, they must develop the right skills to make it happen. Namely, they must develop an above-average EQ. A riff on “IQ,” EQ is an individual’s emotional intelligence score, that is, their ability to recognize, understand, and manage their own emotions, as well as those of others.
The Requirements for a One-Call Close
Successful execution of the one-call close isn’t as quick and easy as it might seem. From qualifying prospects to addressing objections, there is a lot that happens before and during the visit that leads to success, including:
Thoroughly qualifying prospects: This is a lead that aligns with the business’s ideal customer profile, already has a clear need for the product and service, the budget to purchase, and the authority to make a decision. They’ve already shown interest by reaching out to the company to schedule the visit or to find out more.
Building rapport quickly: Focus on active listening, expressing (genuine!) empathy, and finding common ground. Authenticity and sincere feedback go a long way.
Identifying and addressing pain points: Throughout the conversation, analyze the narrative and feedback the prospect is sharing, validate their pain points, and connect them to the solution you’re offering.
Making the pitch personal: Reiterate the needs, challenges, and goals that the prospect has shared throughout the conversation, and demonstrate a true understanding of where they’re coming from.
Demonstrating solutions and urgency: Clearly show how your product solves the pain points and meets the goals that the prospect has shared, and highlight the benefits of acting now.
Overcoming objections: Acknowledge concerns, listen carefully to the prospect’s perspective, and tailor your solutions to their situation, providing evidence as you’re able to address specific hesitations.
Completing the sale: Make sure the customer feels confident and appreciated as you close the sale—and don’t forget to send a personalized follow-up.
In order to close the deal like this, reps need more than just product knowledge and sales skills— they need emotional intelligence.
The Power of Emotional Intelligence to Accelerate the Sale
Earlier this year the World Economic Forum ranked emotional intelligence as one of the most important job skills to have in 2025. Why? Because emotional intelligence translates to 58% of all job success and for each EQ percentage point a person earns, they can anticipate adding an additional $1,300 to their annual salary according to a recent study.
EQ is especially important in sales.
In sales, emotional intelligence helps reps:
Identify and understand customers’ experience, pain points, and objections
Build rapport
Navigate objections
And build stronger relationships
All of which are required in order to successfully complete a one-call close.
The necessity of EQ in sales should come as no surprise, since a mountain of research shows that sales reps with high emotional intelligence produce more revenue than those with average or below average EQ. The most recent study on the topic found that reps with high EQ sell an average of $29,000 more per year than the rest of the team.
Improving Your Team’s EQ
Managers can boost sales EQ within by encouraging open communication and fostering a supportive team culture that emphasizes the importance of self-awareness, self-management, and relationship building.
Managers should lead by example, modeling empathy and clear, compassionate communication in interactions and coaching sessions with their team.
In addition to one-on-one feedback that utilizes the principles of EQ-based selling, personalized, data-driven insights powered by technology that analyzes real sales conversations, identifies emotional cues, and suggests improvements in communication and relationship–building skills can be a game-changer for small businesses where coaching sessions are few and far between.
Tools like these can improve essential skills for the one-call close, with:
Personalized feedback tailored to the unique needs of each rep, with advice on how to improve rapport, handling objections, and more
Reinforce knowledge to solidify their ability to close deals, more consistently
Quickly assess and offer insight, so no learning opportunities are lost
Provide trends over time, so reps can clearly see what’s working (and what’s not)
Get More One-Call Closes
Mastering the one-call close isn’t about high-pressure tactics—it’s about high emotional intelligence. When your team can read the room, connect authentically, and tailor their pitch to each prospect’s needs, they’re not just selling—they’re building lasting trust that makes a major impact on the bottom line.
If you want your reps to consistently land more one-call closes, start by sharpening the skill that drives them all: EQ.
Download our Sales EQ Worksheet today and give your team the tools to connect faster, sell smarter, and close more—on the very first call.
