Any good sales person knows that their job is to solve problems. Whether you’re selling in person or over the phone, the most important part of closing the deal is showing your prospect that the product/idea/value you’re bringing to them can solve specific business challenges they’re experiencing. And we say the best way to show value is by asking the right questions.
So, what are the best closing questions to ask? When’s the best time to ask for the sale? And how do you transition from the current conversation into that final closing statement or question? If you’re wondering how to close a deal, we’re here to equip you with the right questions, and help you figure out when to ask them.
Summary questions are a great technique as they allow you to wrap up the conversation in a nice little bow, then move on to getting the answers you need. When using this technique, you’ll need to go over the product/problems/solutions you’ve been discussing (making sure to stress the value and benefit you’re bringing to the table) and then ending with a question to push the sale forward. Something like:
“So we have the dual-action, super fast washer-dryer with noise-reduction motor, the 5-year comprehensive guarantee, and free delivery and installation service. When would be a good time for you for us to deliver this?” Alternatively you can assume the sale by asking “We can deliver on Tuesday at 10:00am or Thursday at 2pm, which would suit you best?”
By summarising the benefits and features of the problem, you’re reminding them of all the great points you raised about what you’re trying to sell, helping them visualise what they’re getting out of the deal. Then by asking them when they’d like the product, you’re pushing the sale into a nice neat close.
Do you have any questions about what we’ve gone over?
It might seem like the obvious solution, but simply checking in with the prospect is more useful than you may think. It’s a great way to start off the closing conversation immediately after your pitch, open the door to a wider conversation and address any concerns/questions they may have.
It’s never a bad idea to gauge how your prospect is feeling about your pitch, proposal or offering because it’s not always as obvious as you may think. If you don’t ask, you might not find out until it’s too late. Use this as an opportunity to check in with your prospect, set expectations, address any concerns, and hopefully jump straight to the signature stage!
What would prevent the deal from going ahead?
This is a great question that strips back any opportunity for miscommunication. Cutting straight to the point of what obstacles there may be, your prospect will ideally reveal what barriers could be preventing the sale, allowing you to manage and address these concerns.
This question is particularly helpful if you’re dealing with multiple stakeholders, because it reveals exactly who needs to be involved and how. The reality is, you won’t have a direct line to the decision maker for every sale. If you’re selling a multithreaded deal (a deal when your sales team has connected with multiple decision-makers on the purchasing side) you must lean on your key prospect to make sure all of these potential obstacles are covered so you can ensure that your deal keeps moving in the right direction.
What would you like to see happen next?
If you’ve been following a good process, you should already know the answer to this question and be diligently setting out next steps to ensure the deal flows smoothly – but asking this question allows the prospect to tell you what they feel the next steps are (and may reveal something you’d not considered).
There are several ways you can do this depending on the situation and your intentions:
- What’s your timeline for making a decision?
- What does your final decision-making process look like?
- Have we included all of the required stakeholders?
While these all sound different, they all have the same end game: telling you where the closing sale is headed. With these questions, you can learn what specifically you need to do to keep the deal moving, when you can expect to close, and who you need to include in the closing conversation.
Is there anything I haven’t covered yet that is important to you?
This is a great way to end your conversation because if they do have questions or concerns, you can address them before moving any further forward, but if they don’t have any questions, then you get to ask for the sale!
It’s all about addressing these concerns and shutting them down before they’re allowed to fester and develop in your prospects head. It also shows them that you’re being proactive about their specific concerns and needs.
Closing is the trickiest part of sales, but it’s easier when you really connect with your prospect and understand their needs and concerns. If you’re having trouble getting a deal across the finish line, try these sales closing questions to understand your prospect and see your pitch from their perspective. With the right delivery and timing, you can help them break through any reservations, map out next steps, and transition them from prospect to client.
Contact us today to discuss more about how to successfully close a sale. We’d love for you to get in touch and have a range of other services to help you find and win new business more profitably.