When closing, ask ‘explain’ and ‘try’ questions

We all know the value of asking the right question at the right time in a sales call. Here are a couple that will get you good information and serve you well, especially when you are moving toward the close.

The “explain” question. This can get the prospect or customer to open up, expand or even pontificate. For example, suppose you get the classic “Your price is too high.” You might respond this way: “Joe, could you explain what you mean by ‘too high?’” You want him to elaborate, of course. Too high relative to what? The budget? The competitive bid he just got from someone else? Is it just a smokescreen? He has to open up.

Suppose the prospect says, “We’re not happy with flux capacitors.” You ask, “Sally, can you explain why you aren’t happy?” Note: This is a buying signal, so you should capitalize on it.

What if they say, “We have to take this to the committee…?” In that case you respond, “That’s fine, Frank. But can you explain to me how the committee works and how they go about evaluating proposals?

The ‘try’ question. When you are at the point when it is time to close the sale, one of the best questions to ask is, “Jeff, would you like to give this a try?” or “Why not give it a try?”

This question works extremely well because, for most individuals, “try” is a revocable act, a decision that can be reversed. It sounds and feels temporary, rather than a commitment to buy. Of course, as Yoda says in Star Wars, “There is no try. There is only do, and not do.” But psychologically the buyer has an easier time making the decision to say ‘yes.’

Source: Adapted from a post by Jim Domanski. For more, visit www.teleconceptsconsulting.com