Use questions to close the deal
We begin to close a sale only when we answer customer objections. Asking questions is the key to identifying objections.
A major difference between average salespeople and superstars is the ability to ask questions. Superstars ask the questions to get the information they need to close the sale. Average salespeople can’t provide meaningful solutions because they don’t ask the right questions to uncover customer problems.
Why they don’t ask
Some salespeople avoid questions because they don’t want to annoy the customer or receive answers they might not want to hear. They don’t understand that asking meaningful questions is a key part of selling.
Asking questions and listening attentively allows your customer the opportunity to talk and be heard. Here are some other benefits of asking questions:
- Questions give you the opportunity to get to know your customer. They know more about what type of car they’re interested in buying. They will share this information if you ask them about it.
- Questions give your customer a feeling of participation in the buying-decision process.
- Questions can help you determine whether or not a prospect is a good potential customer.
- Questions give you an opportunity to determine if customers agree with what you’re saying.
Guidelines for developing questions
You should work from three basic guidelines in developing questions that count toward making the sale. These questions must:
- Get the answers to things you need to find out. You want to get the most urgent information you need early in your sales presentation.
- Be phrased in an effective manner. It’s important to phrase them so you don’t get loaded or defensive answers.
- Be presented in a proper sequence. Even if your questions are pertinent and presented effectively, you won’t get the information you need if you present the questions in the wrong order.
Ask open-ended questions
Asking a closed-end question, such as “Are you ready to buy now,” could result in a flat “no” and leave you with no place to go. All good closing questions should be open-ended, which simply means they can’t be answered simply with a “yes” or “no.”
Questions starting with Who, When, What, Where and How can help you move smoothly to a close.
Here are a few examples:
- When would you like delivery?
- Who should we call when your car is ready?
- Where would you like delivery – here or at your office?
- How do you want to handle the financing?
- What do you plan to do with your present car?
Use silence effectively
Once you ask a closing question, don’t say another word. Wait for the customer to break the silence and make the decision. Not every closing question is going to result in a firm order. It might only result in an agreement on a selling point or get the customer to agree to a test drive.
Effective closing questions help you signal the customer that it’s time to make a decision.
Make it a champion day!
“SALES TRAINING MATTERS”