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. 9 sales questions to close the deal; Article Forget the pitch: 9 sales questions to close the deal. Is this something you could see yourself (employees / organization) using? Here are some examples: Are you ready to move forward to the next step in the process? In fact, its origins could be traced back to the classical Greek philosopher Socrates, who deployed the Socratic method as a form of dialogue centered around asking and answering questions to draw out ideas, stimulate critical thinking, and determine underlying presuppositions.. 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. 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. (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? 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. SalesScripter, LLC Many sales agents make the mistake of focusing more on their pitch than their prospect. Here is an interesting observation by Sales Hacker: when your likely customer talks for at least 30% of the time, That knowledge allowed me to explain that my company not only carried the product he wanted but that we could also meet the needs of this large account. If your prospect answers this question truthfully, the knowledge you gain lets you tailor your approach. Trial closes are always good. You’d be amazed by the kinds of questions you’ll get, and each one reveals what your prospect is thinking. The close you choose should be based on what you know about the prospect and the type of close you believe they will be most open to. To close a sale with a prospect, there are many techniques you can employ. Here are two of the most common. Open-ended questions are incredibly valuable to the sales process (as long as you listen). Based on what you’ve heard so far, what are your questions? A lot of times they describe how they met with a buyer from a huge corporation, demoed their products, answered all initial questions, and seem to be getting some good buying signals.. 3. Sales closing questions are used to seal the deal. But you’ve got to ask the right questions. 3. 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. 4. This is face-to-face, show no fear, get-the-deal-signed type of selling. Is this what you were expecting to see today? 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. 4. Top 30 Open-ended Questions. How do you feel about what we have discussed so far? 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. Following are some common trial closing questions. Here are a few of them: Traditional Sales Closing Techniques. If we were able to give you what you are asking for, would you be able to move forward with the purchase? An example of a good sales closing question would be, 'It seems like [product] is a good fit for [company]. 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. 5-Step Script to Hypnotically Close More Sales & Recruit More Reps. 3. “Well, we’re throwing your competitor off the account,” the man answered. How do you feel about the solutions we have discussed so far? When are you going to make your final decision? They’ll help you to move prospects through the buying stages faster, manage your sales pipeline more effectively and ultimately close more deals. I once used this question when a prospect asked me if we had a product comparable to one of our major competitor’s offerings. So, you are looking to get started on {insert date}? Good salespeople know that asking questions is the most effective way to learn about the needs of your customers. This final question is especially helpful when a purchase decision has been repeatedly delayed. The answer to “What is your timeline?” is a good indicator of how urgent the prospect’s need is. They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility. Examples of close-ended questions for sales. A consultative sales closing question allows the prospect to come to the final purchasing decision on her own terms, not yours. These questions can be direct or indirect but ultimately aim to get a yes on the sale. More typically, when we think of a sales closing question we think of the question asked at the ends of the sales conversation, with the hope of making the physical sale. 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. 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. Questions require direct answers that help sales reps better understand how the prospect is feeling about the deal. If you had everything that you want, are you prepared to move forward? Soft closing questions are questions that try to close the prospect on moving forward but do it in a fairly soft way. What would you need to be able to make a commitment to move forward? 1. Here is a clip from that portion of the webinar. Close ended questions for a sales rep is an excellent tool to use if you want your transaction to be a success–a “win-win” for all parties. I once asked a materials manager how his company was going decide what to purchase, expecting him to say, “We’re going to choose the product with the lowest price.” Instead, he told me that the vice president of engineering was making the buying decision, which allowed me to adjust my strategy and focus on the company’s engineering department. 2. Make these 13 B2B sales questions part of your repertoire and practice working them into your conversations. Sales Closing Questions. 4. Traditional sales closing techniques usually employ some psychological tricks designed to give that final nudge. These are questions to avoid: 1. 2. Closing the sale is the most important goal for every salesperson. 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. How and why you should get prospects to do all the talking. Hard Closing Questions Hard closing questions are a little more firm in their approach to try to get the prospect to move forward. Are we heading in the right direction? Next time, try immediately following up your “yes” by asking what prompted them to seek out this product or service the first place. Is that the most important thing to you? 5. Use these five questions with prospective customers, and you’ll see immediate results.1. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. Is there anything that is preventing you from being able to move forward with this purchase? Do you have a formal decision-making process? The Assumptive Close … When are you going to make your final decision? How would that feature help your operation? And if you haven't done so yet—join our free sales … 4. When you ask the prospect what she’d like to have the next step be, you’re basically asking for the sale in a non-pressuring way. Otherwise, you risk scaring prospective customers out the door--or simply annoying them so much that they decide to buy elsewhere. 5. Hard Closing Questions What direction would you like to go in? It’s important to choose your words wisely. Despite its negative reputation, sometimes the hard close is the best closing technique to use. Trial closes are commonly posed in question form. And here are 2 BONUS sales closing questions … What is your timeline?It’s amazing how many salespeople will push forward with a sale even thought they have no idea how important the purchase actually is to the customer. Top 4 Sales Closing Techniques. 4. 5. This helps the prospect see that you understand him--and increases the chance that he’ll choose your product or service. Do you want to continue talking about this? Lots of founders come to me for advice on big deals that they’re trying to close. Think about these in terms of how easy they are to ask and how much information you can get from your prospect. The answer will uncover any still-unanswered objections the prospect has, and if there are none, you’re clear to bring the sale to a close. Remember, the answers to each of these sales questions offer a path to closing the sale. 2. “Do you have any questions so far?” This is one of the best questions to ask, and it’s also one of the least used. There are also questions that can halt or derail a sales conversation, and in the worst case scenario, result in a lost deal. We use cookies to ensure that we give you the best experience on our website. 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… 12808 Queensbury Lane #E235 Helping sales professionals, sales managers, and business owners to improve sales performance by identifying how to best communicate with prospects. What would you like to have happen next?This powerful closing question is easy to use and--crucially--isn’t intimidating for the prospect. 3. 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. We break our closing questions down into three categories: Trial Closing Questions A popular closing technique, the Assumptive close is where the salesperson assumes that the deal has been made. Does this agenda match up with your expectations today? by Sam Parker (sales expert and bestselling author). Can't close the sale? Houston, TX 77024 Using the right persuasive language in your closing technique can have a big impact on the outcome of a deal. Asking probing sales questions to accelerate deals is nothing new. What do you think about the solution I’ve shared with you? We hope this gives you some new ideas and that you can use closing questions when you are talking with prospects! Now that we’ve covered 10 common sales job interview questions, it’s time to switch gears and focus on the questions you should be asking the hiring manager. The responses tell you what the customer needs and why they need it. Soft Closing Questions The one caveat is that you should never use it too early in the sales cycle . Are you happy with how you manage that? 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. The Assumptive Close. Here are some examples: Are you ready to move forward to the next step in the process? What do you think?' Try a few of these simple low-pressure questions. If you continue to use this site we will assume that you are happy with it. Open-ended sales questions (part of the consultative sales approach) are also called sales discovery questions because they are designed to get to know the prospect better. This is a good way to confirm that if you provide everything that they are asking for, and this could be price, it could be functionality, that they will then agree to move forward. You must use this question often! Then, you can match his level of urgency. What would you need to be able to make a commitment to move forward? 2. The salesperson may feel tempted to try and push for a close, but this is a mistake. Here are some examples: What would you like to do next? By highlighting what could be happening in the future, you open up opportunities for further discussions. What do you think about {insert product feature/benefit}? As mentioned before, close ended questions for sales are not limited to “yes” or “no” answers. What brings you here today?When someone enters a business, the salesperson often asks something along the lines of “What can I show you today?” But that question makes it far too easy for your customer to say, “Nothing, I’m just browsing.” That reply gives you no information--it doesn’t help you meet the prospective customer's needs. Sales Transition Statements Examples In fact, the entire sales interaction is one continuous closing effort; seamlessly moving from one stage of the sales process to another. Does the product/solution make sense to you? Can you convince your boss? Published August 20, 2020 Last updated August 20, 2020 . 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. This gives the prospect the chance to make a decision now and look at future prospects for the rest of the business. As you prepare to ask any open-ended sales questions, bear in mind that the most difficult task is not sounding too contrived. Hard closing questions are a little more firm in their approach to try to get the prospect to move forward. Phone: (713) 802-2026. You also may want to start with more general B2B sales questions to better quantify your lead earlier in the sales process. Try a few of these simple low-pressure questions. If you had everything that you want, are you prepared to move forward? Here are some examples: What do you think of what we have discussed so far? 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. By Patrick Grieve. 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? With that information, you’re able to position the solution in a way that speaks to these stated needs and circumstances. Closing Organically. When would you like to talk again? How does what we’ve talked about sound to you? Conventional sales tactics – overcoming objections, asking a lot of open-ended questions, and pushing for the close – persist because they work well for low-ticket items that don’t require any follow up. While they might work well for the $5 t-shirt shop, they won’t be as effective for 99% rest of us. Sales reps use this technique when the prospect has checked most of the boxes in each step of the sales process but has not yet confirmed the deal. We recently hosted a webinar on closing questions to ask when selling and one group of questions that we discussed were closing questions. 5. 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