15 sales closing questions to turn a "no" into a "yes" Exactly how you ask for the sale may differ depending on what type of potential sale you're dealing with. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center. The salesperson may feel tempted to try and push for a close, but this is a mistake. The questions that pay big dividends are what I call “power questions.” They are friendly, they help you sell, and they don’t pressure the customer. The Summary Close is a tried and true sales closing technique that involves reiterating all the features and benefits of your offer before you ask for the order. By Patrick Grieve. If you had everything that you want, are you prepared to move forward? The responses tell you what the customer needs and why they need it. Examples of close-ended questions for sales. Hard Closing Questions Hard closing questions are a little more firm in their approach to try to get the prospect to move forward. 4. Good salespeople know that asking questions is the most effective way to learn about the needs of your customers. Think about these in terms of how easy they are to ask and how much information you can get from your prospect. And if you haven't done so yet—join our free sales … How and why you should get prospects to do all the talking. Open-ended questions are incredibly valuable to the sales process (as long as you listen). You Have 4 Ways to Reach Out to Prospects On LinkedIn, Don’t Sound Like a Salesperson When Prospecting on LinkedIn, How to Create an Attention-Grabbing Sales Message, Don’t Make It All About You When Prospecting LInkedIn, Sales Script Example | Examples of Sales and Call Scripts, There Are Customers That Need What You Sell, A Real Cold Call Example Play-by-Play – LinkedIn Cold Call, Compartmentalize Your Time When Working As a Salesperson. Here are some examples: Are you ready to move forward to the next step in the process? Can't close the sale? Based on what you’ve heard so far, what are your questions? A popular closing technique, the Assumptive close is where the salesperson assumes that the deal has been made. When are you going to make your final decision? If you continue to use this site we will assume that you are happy with it. Following are some common trial closing questions. Top 4 Sales Closing Techniques. We use cookies to ensure that we give you the best experience on our website. Remember, a big part of sales is solving the client’s problems and in this situation the client is the hiring manager. Sales 5 Questions That Will Close the Sale (Without Pressuring Customers) Can't close the sale? 1. There are also questions that can halt or derail a sales conversation, and in the worst case scenario, result in a lost deal. Michael Halper, Founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED", is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. Does the product/solution make sense to you? Here are some examples: What do you think of what we have discussed so far? “Well, we’re throwing your competitor off the account,” the man answered. It’s important to choose your words wisely. Imagine being able to effectively gain influence and connect deeply with your prospects quickly, so you can close them into your product, service, or offer based on THEIR pain, desire, wants and needs. Top 30 Open-ended Questions. So, you are looking to get started on {insert date}? Houston, TX 77024 3. Despite its negative reputation, sometimes the hard close is the best closing technique to use. Published August 20, 2020 Last updated August 20, 2020 . 4. When are you going to make your final decision? It’s also good to avoid loaded sales questions, which include an assumption in the question and can leave your prospect feeling a bit manipulated or pushed into an ans… This final question is especially helpful when a purchase decision has been repeatedly delayed. 3. Make these 13 B2B sales questions part of your repertoire and practice working them into your conversations. 2. Then, you can match his level of urgency. 5. The answer to “What is your timeline?” is a good indicator of how urgent the prospect’s need is. SalesScripter, LLC Here are a few of them: Traditional Sales Closing Techniques. After you’ve heard questions about how the customer would take care of the product, what else would go with it, or delivery questions, it’s time to sum it all up. Closing Organically. Have you heard of us? If we were able to give you what you are asking for, would you be able to move forward with the purchase? We break our closing questions down into three categories: Trial Closing Questions An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. 2. Try a few of these simple low-pressure questions. Helping sales professionals, sales managers, and business owners to improve sales performance by identifying how to best communicate with prospects. What direction would you like to go in? While they might work well for the $5 t-shirt shop, they won’t be as effective for 99% rest of us. And here are 2 BONUS sales closing questions … To close a sale with a prospect, there are many techniques you can employ. Here are two of the most common. Trial closes are commonly posed in question form. 4. Here is a clip from that portion of the webinar. 5. Why do you want this product or service?When a customer asks whether a company offers a certain product or service, many sales reps have a tendency to reply with a simple yes or no. It’s a way to engage a customer in conversation and see how they feel about something without being pushy or making them feel pressured.Here are some of the best trial closing questions to ask: 1. Sales closing questions are used to seal the deal. The Assumptive Close … Can you convince your boss? 5. How will you go about making this decision?In any sale, it is important to thoroughly understand how the purchase decision will be made and which key players are calling the shots. Does this agenda match up with your expectations today? Using the right persuasive language in your closing technique can have a big impact on the outcome of a deal. This method helps move prospects to yes when they are distracted, choosing between several products or managing several different purchases for … Trial closing questions are questions that check in to see where you stand with the prospect or what they are thinking without directly trying to close the sale. When would you like to talk again? If you had everything that you want, are you prepared to move forward? The Assumptive Close. 3. Is this what you were expecting to see today? By highlighting what could be happening in the future, you open up opportunities for further discussions. A consultative sales closing question allows the prospect to come to the final purchasing decision on her own terms, not yours. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. (If delaying the decision for a period of time – X months) OK, but do you mind if I ask if there will be a change or something different at that time that will make that a better time to look at moving forward? Do you want to continue talking about this? If your prospect answers this question truthfully, the knowledge you gain lets you tailor your approach. 2. 4. This helps the prospect see that you understand him--and increases the chance that he’ll choose your product or service. We recently hosted a webinar on closing questions to ask when selling and one group of questions that we discussed were closing questions. These are questions to avoid: 1. Is there anything that is preventing you from being able to move forward with this purchase? This is one of the good follow up sales closing questions to the previous. Here are some examples: Are you ready to move forward to the next step in the process? When you instead ask, “What brings you to our store today?” (or, “What prompted you to call us today?”), you get deeper insight--and the opportunity to start building a mutually beneficial relationship. Core DNA says these questions begin a conversation with the prospect and are used both during the initial stages with a prospect as well as with the close. How do you feel about what we have discussed so far? What would you like to have happen next?This powerful closing question is easy to use and--crucially--isn’t intimidating for the prospect. 5-Step Script to Hypnotically Close More Sales & Recruit More Reps. How does what we’ve talked about sound to you? While we've suggested wording here in this article, feel free to use the concepts, but make the wording your own when you ask the questions. 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