Closing a sales deal is an art. It is a feat of accomplishment that every salesperson revels in. While some may pass it off as a stroke of luck, truth is the closing conversations in a sales deal are the most nerve-wracking and can swing the deal in any direction.
Closing is an area in sales which entails a gift of the gab and sharp negotiation skills, something which salespersons need to master and apply without any fuss. No matter how soul-stirring your demo was or how much enthusiastic the prospect may be during the course of the sales deal, cracking a sales deal boils down to whether you can hold a conversation with the prospect from the start to the end, throw the correct questions and put him in a positive frame of mind, especially during the closing moments.
The battery of questions you throw at the prospect can unveil a treasure trove of information regarding the buyers’ needs & desires, help you connect with them, differentiate them from other sellers and give you a clear idea on which cards to pick to move closer to a sales deal.
While these are open-ended questions, a ‘yes’ or a ‘no’ from the prospect hinges more upon a closing sentence or a closing question. Closing questions serve as a diagnosis on where the conversation is heading and whether it will lead to a successful deal or not.
So, without further ado, let’s jump into the questions that you would thrown during the closing moments of a sales deal.
1
It seems that our product is a perfect fit for your company. What do you think?
This question will push the prospect into self-introspection. It will make him think of all the reasons that will goad him into buying the product. Since you have already sounded your opinion about the product, he will find that genuine and not a biased one and will lead him into accepting your judgement. And Bingo! You know what to do next. Send a proposal of acceptance right then.
2
You deserve a product that swings with trends that come in vogue. Do you want to take this crucial step to take your organization to new heights?
This question has a bang on answer, yes! Every far-sighted business leader wants to stay ahead of the curve, beat economic conditions and take his business to new heights. He won’t like to face the consequences of not accepting a product which will provide good mileage to his business. Pair this question with some external factors like economic conditions and new legislations that are beyond the control of the client, and he will oblige instantly.
3
Should you sign the contract today, we have ‘this special request for you’. How does that sound?
Objections can crop up from a client’s end at any moment. If you can handle those objections with grace and within a specified date, it will take you closer to sealing the deal. If you add a special request after clearing that objection, it will send a signal to the client that you are ready to invest in him and can customize favours which other vendors may be hesitant to grant.
4
How do you see your business change over the next few years by inducting our product?
Most salespersons are complacent with just making a sale. But if you are interested in making a customer and be invested in long-term prospects of the client, you can ask this question. If they are happy with your product, they will speak well of how your product has helped their business grow. Also, by getting to know how their business will change over time, you can understand how your product works for them and make necessary changes keeping their best interests in mind.
5
Give us a timeline for your decision.
Getting to know the prospect’s timeline will give you a clear idea about how you will strategize your sales pitch. There’s no point beating around the bush and wasting time. If the client shows an immediate need for your product, you can floor the accelerator and try to push them towards a final answer. However, if the client wants to take some time to study your product in detail, you can harp on an exploratory approach in dealing with him.
Asking these closing questions will put you in the driver’s seat and help you figure out whether you and the client are a good fit for each other. Knowing what kind of questions, you need to ask and when to pitch them will help you to serve your clients in the best manner. Cheers!
