The right questions are the heart of closing a sale.
Sales are not easy and no salesperson is a master of their trade until they’ve practiced their technique time and time again. It’s also important to build a relationship with your prospects and that takes time as well. And, even after you’ve put in all that work, there’s still a chance they’ll say no.
Experienced sales teams know that the key to sales is to mirror the mindset of your prospect. The only way to accomplish this is through meaningful questions. A prospect wants to feel that you have their best interests at heart.
Following are the top seven, deal closing, sales questions.
1. What are your goals?
A prospect is talking to you because they have a specific goal their trying to reach. Asking them what those goals are will put you in a better position to provide the path to achieving those goals.
The only reason a prospect is speaking with you is because they believe there’s a possibility that your product or service will help them achieve those goals. As a salesperson, it’s your job to build upon that belief but they only way you can do that is by understanding their goals. Once you’ve done that, you can modify your script to focus on the elements of your product or service that will best serve your prospects agenda.
2. What is your most challenging issue?
Much like asking about their goals, asking your prospect about their challenges to achieving those goals, can assist you in cutting to the heart of what they need. Remember, selling is all about providing solutions. To do that, you have to know what their problems or challenges are.
3. Wallet Questions?
Nobody likes parting with their hard earned cash so they’re very selective when it comes to value for their money. This is why it’s so important that your prospect is shown the value they will receive for their investment.
How will your product or service save them money? Why is your product or service a good investment?
Add to this a feeling of urgency, as in time limits, and you’re on your way to closing that deal.
4. Psychology of Reversal – What would you do if…?
Sometimes reverse psychology is the way to go. Ask your prospect what they would offer if they were in your shoes. This is a method in which the prospect tells you ‘exactly’ what they want without you having to drag it out of them.
For example: Pretend you’re me, what would you offer yourself right now?
This throws them off guard, they don’t expect it. It loosens them up for the close.
5. Build Rapport – What if we were a team?
Your prospect needs to think of you as ‘being on their team’. To do this, you simply need to ask team building questions. Example: What do you envision for team collaboration?
Open ended questions like this can be real eye openers and can often seal the deal.
6. Desire & Expectation – What do you see happening next?
Asking a prospect what they’d like to have happen next can give you genuine insights into their desires and expectations. It also creates an environment of empathy, showing how important they are to you and that solving their issues is what you’re all about.
7. Trust – What do you need from me?
This is, bar none, one of the most powerful sales questions you can ask a prospect. This simple, direct question garners trust. It shows that your sole motivation is helping them.