How to Ask a Closing Question
By John Aberle | How to , Sales and Marketing
How to ask a closing question? Ask then ask and wait patiently for your prospect’s answer.
Although I used to hate this piece of advice, I must say that sales trainers could really get your attention with the following advice: “When you ask a question …” Then he would pause a moment and next he would yell, “SHUT UP!” He would finish with, “He who talks first loses.” For some people this attitude works. But if you care about building trust and relationships, it’s not a matter of win-lose. So if you want to sell and market with heart, you can have a better approach to how to ask a closing question, one that leads to a win-win.
It’ all about your attitude. Where are you coming from when you ask your closing question? (By the way, a closing question is one that asks the prospect to make a decision that leads to a purchase. It may be an intermediate step, like, “What color would you want?”) Heart centered salespeople should know very well what their prospects want before they get to the “close.”
The following are some of the main things you need to know:Continue reading