How to ask a closing question
The experts - J. Douglas Edwards, Zig Ziglar, Earl Nightingale, among others define closing as: Asking a question, the answer to which confirms the sale. After you ask this all important question, it is critical that you follow the golden rule of sellingE After you ask a closing question, SHUT-UP! The next person who speaks, loses.
There are thousands of ways of asking for the sale. (We'll cover many of the classic closes in future articles.)
An important guideline in asking for the sale is to try to eliminate "no" as a possible response to your question.
You may not get the coveted "yes" as a result of eliminating the word "no," but you will get dialogue or objections that will eventually lead to a "yes."
Formulate your closing question in a way that responds to the prospect's main need or desire. For exampleE Mr. Kowalski, would you like these T-shirts in light or dark colors; or, would you like delivery before or after the first of next month; or, did you want the model with automatic remote control or manual control? These three examples are using the alternative of choice method. A simple technique that eliminates "no" as a response.
Other closing questions offer a possible "no" response. Before you ask this type of closing question, be sure you have confirmed the prospect's interest, and he has given you concrete buying signals.
For exampleE You're selling Mr. Kowalski a fax machine. Kowalski says he needs a machine by Tuesday, but has not said he was buying from you. Salesman asks, "Would you like me to deliver your new fax machine Monday evening?"
That is a solid closing question. You have given the prospect the option of saying "no," but it is unlikely he'll use it. (Even if Kowalski says "no," then ask: When would be the most convenient time to make delivery?)
The key is to ask for the sale in a sincere, friendly manner. Don't push or use high pressure. If you just stop talking after you ask the closing question, the tension in the air mounts real fast. A minute seems like an hour when the room is silent.
Self-confidence is important.
The buyer will buy if you believe he will. Most salespeople don't ask for the sale because they're afraid of rejection, uncomfortable about the money, or aren't sharp enough to recognize the buying signals of a customer.
In my experience, I have found the biggest flaw in failing to secure the order is the salesperson's inability to know when to ask for it. The rule of thumb isE ask early and ask often.
There are thousands of ways of asking for the sale. (We'll cover many of the classic closes in future articles.)
An important guideline in asking for the sale is to try to eliminate "no" as a possible response to your question.
You may not get the coveted "yes" as a result of eliminating the word "no," but you will get dialogue or objections that will eventually lead to a "yes."
Formulate your closing question in a way that responds to the prospect's main need or desire. For exampleE Mr. Kowalski, would you like these T-shirts in light or dark colors; or, would you like delivery before or after the first of next month; or, did you want the model with automatic remote control or manual control? These three examples are using the alternative of choice method. A simple technique that eliminates "no" as a response.
Other closing questions offer a possible "no" response. Before you ask this type of closing question, be sure you have confirmed the prospect's interest, and he has given you concrete buying signals.
For exampleE You're selling Mr. Kowalski a fax machine. Kowalski says he needs a machine by Tuesday, but has not said he was buying from you. Salesman asks, "Would you like me to deliver your new fax machine Monday evening?"
That is a solid closing question. You have given the prospect the option of saying "no," but it is unlikely he'll use it. (Even if Kowalski says "no," then ask: When would be the most convenient time to make delivery?)
The key is to ask for the sale in a sincere, friendly manner. Don't push or use high pressure. If you just stop talking after you ask the closing question, the tension in the air mounts real fast. A minute seems like an hour when the room is silent.
Self-confidence is important.
The buyer will buy if you believe he will. Most salespeople don't ask for the sale because they're afraid of rejection, uncomfortable about the money, or aren't sharp enough to recognize the buying signals of a customer.
In my experience, I have found the biggest flaw in failing to secure the order is the salesperson's inability to know when to ask for it. The rule of thumb isE ask early and ask often.
