Questions To Close a Sale
Emily was on another client content visit to London and bumped into Jimmy Carr, as you do.
They were both queueing for food and she asked him what he was having. That’s how they got talking.
She asked the question. Some of us maybe wouldn’t have said anything, even if we were massive fans. We might have stood there willing ourselves to say something! And ultimately missing the opportunity.
They had a nice chat, talking about marketing, the industry in which Jimmy used to work too. He even recommended a book to Em. And it was him who suggested the photo.
It’s one of the great things about Em. She’s not afraid to ask questions. That’s how she learns and has gone from an admin apprentice to a Marketing Executive with her own clients.
How many of us talk at potential clients rather than listen? Maybe you’ve been on the receiving end of this? Pinned in a corner at a networking breakfast…?!
How many of us commit the cardinal sin and don’t actually ask for the sale? We tell them to have a browse, take their time, or say we’ll send them an email…
Here’s a top tip when you want to ask a key question, especially a closing question. Ask one that can’t be answered with a ‘yes’ or ‘no’. Because if it’s “no”, things are deader than tank tops.
Instead, think of the six W’s. Start your question with:
Starting with “How” is another good one. Shame it’s not a W.
“What can I do to move this forward for you?” rather than “Would you like to sign up today?”
“When would suit you best – Monday 2pm or Wednesday 11am?” rather than “Can you do Monday at 2pm?”
The last goes on.
Asking questions will move your business forward. Asking questions the right way will skyrocket things, especially when it comes to getting new business
In case you were wondering, sales isn’t beneath anyone. Even God had salespeople….
Stay safe, stay hungry.
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