We are all over-trained to ask questions as opposed to talking so much, right?
This is fundamentally a good idea, but let me ask you a question – What kinds of questions should you be asking? Do you think it’s useful to ask the same routine questions that every salesperson asks – What are your challenges, what are your goals for this quarter, year? How can we help you…?
In my humble opinion, here is how you can tell you have asked a good question…when the person stops and pauses and has to think before they answer. This also sends a very strong message that you have something worthwhile to add and immediately elevates you over the rest of the pack.
Can you think of a question that would cause a prospect to really think? Get back to me after the month end. In the meantime, close hard – there’s only 2 days left in July.
Brick
If you’ve been closing softly & successfully along the way, the big stick is not quite so necessary at the end.
You should NEVER have to ask a customer how you can help them.
“What would happen if…..(insert appropriate pressure or relief trigger here)….?”
Thanks Chris. Yes, that’s the kind of question I think is effective. I like to ask how they are incentivized, are you bonused on P&L, what happens if you don’t achieve your objectives….? These questions trigger more insight and context for the closing strategy.
The closisng strategy begins with the first word out of your mouth. Design your questions to keep the customer honest and forthcoming about their needs. Follow the stream well and extract as much information as possible.
“What would happen if…?” forces the brain to imagine, whether it wants to or not.
Take the opportunity to design your solution into their imagination here! If your previous questions have kept them honest, you’ll get the response you were looking for. Tweaking may be necessary, but the closing is already done.
Thanks again for the feedback. Yes, closing starts with the first conversation. To stay on topic, my post was about questions to ask to tap into the real emotional need. Most miss this and follow a text book approach.