3 Power Questions to Close the Sale
At some level, we’re all salespersons. All of us. If we’re in the workforce, if we have relationships, if we ever try to influence or teach others, we’re selling. We may be trying to sell our boss on a strategy, or sell our partner on the next vacation destination, or sell our kids on eating their vegetables. We sell ideas, instructions, opinions, preferences, products, services...
One beautiful thing about sales is that when voluntary transactions happen, win-wins occur. All parties feel better and richer as a result of the trade.
Wouldn’t it be great to create more of those win-wins?
You can...by focusing on your prospect. It’s imperative that we move away form the stories we have in our own heads, away from what we think we know about our customers, so that we can glean information and speak directly to their needs, their issues, their potential fears, their desires. We need to understand the potential transaction from the prospect’s perspective.
How can we do that? Learn to effectively ask the following questions…
Have you ever ______?” (Fill in the blank with the service or product the prospect is seeking.) Have you ever bought life insurance? Have you ever worked with a wardrobe consultant? Have you ever purchased real estate?
How did you decide to _______? (Fill in the blank.) How did you decide to buy life insurance? How did you decide to work with a wardrobe consultant? How did you decide to purchase real estate?
What’s important to you about ________? (Fill in the blank with the prospect’s previous responses.) What’s important to you about diversifying your portfolio? What’s important to you about looking put together? What’s important to you about having farmland?
For what purpose _______ ? (Fill in the blank.) For what purpose do you want to secure your family’s future? For what purpose do you want to feel more confident? For what purpose do you want to raise livestock?
By carefully listening to the responses to the above questions, you’ll have all the information you need to create a tailored offer that speaks to directly to the underlying concerns and needs of the prospect.
Another beautiful thing about sales… The more you sell, the better you get at it. The more you close, the more you’ll close. The more you close, the less anxious and more relaxed you’ll feel. Your confidence will increase, and your personal relationships will benefit. Last but not least, having wins creates neurological pathways for future wins.
Thanks for listening!
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Links from today’s episode:
- Episode 4 -- We learned about away-from and toward motivation
- Upcoming training: Thrive in Business and Sales with NLP
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