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Common Questions and Answers
Closing is a crucial part of the sales cycle, and yet it is occasionally overlooked. So much attention is given to generating leads, qualifying clients, and presenting your products; and while these are all important, so is closing the sale. Questions and closing phrases can help you do that.
In sales, these closing phrases are used to nudge the client toward purchasing your goods or services. They might be more assertive and assumptive or act as gentler transition statements.
Whatever style you choose should be influenced by the situation.
This article will consider some good closing questions you should consider using in your own sales presentations.
Closing questions and statements are vitally important to making a successful sale. Sometimes a gentle push is all it takes to turn your client’s tentative “maybe” into a firm “yes,” and using the right phrase might be just the push they need.
As we’ll explain a bit more in the next section, in any given situation, one particular question may be more effective than the other.
When thinking about what questions to ask, a salesperson should consider the unique needs of their customer.
Doing that will help sales representatives make more sales and will also help maintain a good relationship with the customer.
Below, we’ve compiled six effective phrases for closing sales, some more assumptive in tone and others more open.
But what kinds of closing questions should you incorporate into your presentations? And how can you know what approach to take with a new prospect?
In order to decide which questions to ask, a salesperson must do two things:
Your approach should change to fit the situation. For example, a prospect who has decided to go ahead with a purchase will respond more positively to assumptive sales phrases than someone who is still thinking things over.
With that in mind, here are a few sales closing questions for you to think about.
This question will help you determine how ready the prospect is to make a purchase without putting too much pressure on them.
If a client has expressed any uncertainty about your product, this simple question can be a good way of prompting them to share any further concerns with you so that you can help solve them.
Some people erroneously assume that sales phrases for closing have to be assertive and pushy.
In fact, asking open-ended questions like this can help you get to the root of any last objections and can help prevent you from trying to close too early on.
By asking your prospect how your product would solve their problems, you encourage them to reflect on their criteria and, hopefully, come to the conclusion that your product ticks all their boxes.
As they list off the benefits of your product, your potential customer just might end up convincing themselves.
This question also encourages your prospect to imagine the change your product would make in their life.
Hopefully, the buyer will find themselves getting excited as they picture using your new product and experiencing its benefits firsthand.
As it makes the assumption that your prospect is going to place an order, this option is one of the more assumptive on this list of closing questions.
Sales representatives should only use this option if they’re reasonably sure their prospect is going to go ahead with the purchase.
If that is the case, then asking this question will get them to think about the buying process early on.
Exercise caution when using such assertive questions, however.
If you try it on the wrong person or at the wrong time during the sale, you could end up being called out for behaving presumptuously, and might even lose out on a sale.
Earlier in the conversation, you hopefully took the time to get to know what the prospect is looking for. And, if you’ve made it this far, it’s likely that your product ticks all their boxes.
This closing question can help remind them of that fact, encouraging them to think about all the positives that come with choosing your product or service.
Asking for their opinion is important, as it will help make your question seem more genuine.
If you come across as wholly self-serving, you will damage the bond of trust you’ve worked to develop between you and the customer.
Of all the sales closing phrases we’ve listed here, this is without a doubt the least subtle—but it can still work! Some clients may even prefer this blunt, straightforward approach.
This simple phrase can be used to transition the conversation from a discussion about the product to your sales agreement, signaling to your customer that it’s time for them to make a decision.
Again, this approach is a bit more assertive than some of the other options you could choose, so it’s better to only use it when you know for sure the prospect is interested in buying your product.
Discounts and freebies are not always appropriate or viable. After all, if you gave everything away you wouldn’t be in business for very long.
However, when trying to secure an important sale, offering a time-sensitive discount or exclusive add-on can be a good move; everyone loves saving money, and your prospects are no exception.
Ultimately, whether or not a sales representative is allowed to offer discounts and deals is up to their manager. Thus, before making an offer, a salesperson should always ask management for permission first.
While it may seem like something small, choosing the right question or phrase can really make all the difference when it comes to closing a sale.
The main thing to remember is to avoid a “one size fits all” approach when dealing with potential clients.
Depending on their temperament, their feelings about your product, and your relationship with them, buyers will respond differently when you ask for the sale.
Questions and closing phrases should be considered carefully, taking the context of the conversation into account.
If you’re at a loss for questions and phrases to use during the closing phase, consider trying out some of the suggestions in this article.
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