5 Closing Questions You Must Be Asking

Source: Mike Brooks, distributed via Sales Gravy

These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a trial close.
 
All of these questions are crucial to ask during the close, and after you read them I encourage you to put these into your closing scripts and outlines.  They will give you the feedback you’ll need  to close the sale. To get the most benefit from them, begin using them today:

#1 After giving any part of your presentation, ask, “Are you with me so far?”  You can vary this with, “How does that sound?”  or, “Do you see what I mean?” and, “Does that make sense?”
 
Always listen carefully to not only what they say, but to how they say it.  And always allow a few seconds after they respond to give them time to add something else.
 
#2
 Anytime you give a benefit, ask, “How would you use that?” or, “Could you use that?”  or, “Would that work for you?” or, “Would that be of benefit in your situation?”
 
Again, LISTEN to what and how they respond…
 
#3 Another good question to ask throughout your presentation is, “Do you have any questions so far?”
 
This is one of the best questions to ask, and it’s also one of the least used.  You’d be amazed by the kinds of questions you’ll get, and each one reveals what your prospect is thinking.  You must use this question often!
 
#4 Trial closes are always good – “Does this seem to be the kind of solution you are looking for?” or, “How is this sounding so far?” or, with a smile in your voice, “Am I getting close to having a new client yet?”

Even though that sounds cheesy, you’d be amazed by how it will often break the ice and get your prospect to lower his/her guard!
 
#5 When you’re done with your presentation, always ask, “What haven’t I covered yet that is important to you?”

Mike Brooks, is the author of the hit bestseller, The Real Secrets of the Top 20%: How to Double Your Income Over the Phone.

Advertisements

Networking = Serving Someone Else

Successful networking happens when you focus on what you can do for someone else, rather than what they can do for you.  Here are some examples:

Maximize your LinkedIn Connections – Every week endeavor to introduce 1 of your connections to someone else in your network that might be useful to them.  This is the connecting power of LinkedIn, not a contest to see how many connections you can gather for yourself.

Use Social Media to Pass Along Information Valuable to Others – Rather than post a Status Update that you are going to a networking event, tell your community the details of the event so they may attend also.  You wouldn’t tell people you read a great book without mentioning the title, right?  Same principle.

Give Substantial Recommendations Freely –  It’s ok to ask for them, but have you given them without being asked to do so?  Consider the networking equity you build by doing this.

Thank People Publicly and Use Links – Read something you found helpful, like how to answer emails faster (http://tinyurl.com/y9o4v92) or how to improve your LinkedIn rank (http://tinyurl.com/y9kdawr)?  Thank the writer publicly, include them in a Status Update or a blog post if you blog.  Include a link to their article or website, helping their hit rate.  That’s thank you with a cherry on top.

Networking is all about giving.

Homecoming Hysteria — Microcosm of Community

Today is a day of great anticipation.  For some it will be met, for others, disappointment will result.  It’s homecoming.

The cast of characters includes the queen bee, wannabes, jocks, geeks, invisibles, floaters, climbers, losers, populars, misfits and more. 

The challenges include temptation, frustration, celebration and maybe some humiliation.

Does this sound like another day in the workplace to you? 

How you handled the social challenges you had in highschool might be an indicator of how you handle them today.  History tends to repeat.  We learn our lessons on handling ourselves with others somewhat early in life and many are at a loss to break patterns established in our youth.  If you’ve had good role models, be thankful.

The way people behave in primary school, tends to play out again in highschool, college and in every aspect of adult life. 

Exude the Golden Rule always.

Simply the Best Job Search Advice I’ve Seen

Written by Maggie Overfelt for CBS Moneywatch.com

http://moneywatch.bnet.com/career-advice/article/job-search-4-simple-steps-to-get-your-mojo-back/348073/

Internal Networking — Who did you give props to today?

Remember that networking internally can be just as valuable as external efforts.

As a marketer for a hospice agency, it’s vital for me to have a good understanding of the members of our team and vice versa.  After all, what I’m selling are the people and the care they deliver.  My effectiveness is dependent on mutual respect.

What do you do to make the other members of your team feel valued and understood?

Do you make an effort to understand the efforts of your teammates?  Do you know what their challenges are?  Do you know what unique value they provide?  In what ways do you make them aware that you have this understanding?

Make sure that among your networking goals is the very important role of focus on your internal community.

Top 30 Open Ended Questions

Source: Justsell.com

Open-ended questions are one of the most important tools for those who sell.

They help you gather information, qualify sales opportunities, and establish rapport, trust and credibility.

If you consider yourself a professional, own a repertoire of powerful open-ended questions… questions where the prospect/ customer gets directly involved in the sales discussion.

The key here…

Ask the question and let the prospect/ customer give you their answer.

No leading.
No prompting.
No interrupting.

Write down the ones you find valuable. Memorize them with your team. Practice them on your drive in or on the way to your next appointment. Print them out. Post them near your phone. Pass them on to your team.

Information gathering

What prompted you/ your company to look into this?
What are your expectations/ requirements for this product/ service?
What process did you go through to determine your needs?
How do you see this happening?
What is it that you’d like to see accomplished?
With whom have you had success in the past?
With whom have you had difficulties in the past?
Can you help me understand that a little better?
What does that mean?
How does that process work now?
What challenges does that process create?
What challenges has that created in the past?
What are the best things about that process?
What other items should we discuss?

Qualifying

What do you see as the next action steps?
What is your timeline for implementing/ purchasing this type of service/ product?
What other data points should we know before moving forward?
What budget has been established for this?
What are your thoughts?
Who else is involved in this decision?
What could make this no longer a priority?
What’s changed since we last talked?
What concerns do you have?

Establishing rapport, trust & credibility

How did you get involved in…?
What kind of challenges are you facing?
What’s the most important priority to you with this? Why?
What other issues are important to you?
What would you like to see improved?
How do you measure that?

 

Now go sell something.~>