8 MULTIPLE CLOSING QUESTIONS WITH EXAMPLES
Allow me to share something interesting here. If you want some really valuable closing hints, I believe I have a few really special techniques that could be of benefit to you. When I started researching the audio tape series in 1978, that became the best selling audio program, “Over 50 Ways of Closing The Sale,” I had narrowed the closes down to 150 closing techniques.
The aim at that time was to put out two subsequent audio tape series, “Another 50 Ways of Closing The Sale,” and “50 More Ways of Closing The Sale.”
The last two were never produced, but the notes are still there should I decide to repackage and modernise them for another series of books. Since then another 6 books were written for the “Over 50 Ways Closing Series” (each with 50 Closing Styles and more)’ and many tell me the information there is worth every penny I charge for the books – and more.
So here is another one of those gems shared from this new series.
There are eight conversational ways I would suggest for you handle this issue of asking for the “Yes” in a 21st Century way, and even with these eight examples there are 20 closing questions within the body content of the information provided:
1. “What do you feel might be the risk?”
When you ask the prospect what risks are associated in doing business with you, you could force the real objections to surface. But, more often than not, there won’t be any. Once any objection has been overcome, “Well, Mr. _____, when would you like to start not risking anything?” Then whatever they answer consider the sale is yours.
2. “Could you arrange your schedule to be there at the time of the delivery?”
Once they commit to being present at the time of delivery, follow up with, “Who else would you need to be there at the time of delivery as well?” Then whatever they answer consider the sale is yours.
3. “How many people will need to operate this unit?”
Once an answer is given, and whatever it is, simply ask, “What would their names and positions be?” Then start writing immediately and don’t look up. Don’t look up till you’ve finished writing – at this point eye contact could lose you control. Once finished writing, ask them to authorise that part of your order form. If on the other hand they volunteer the name of the operators, ask for their titles. Again write without looking up and them to authorise that part of your order form. Once they authorise, the sale is yours, now complete the other required details on the order form. This close is so powerful, it can be done on a blank form even before the company name and other details are filled in
4. “When can we set up delivery, this week or next?”
This question is as basic as they get. But it’s not the question that has the power, it’s the follow up. Let me explain. It’s an inoffensive closing question that can be used over and over again. Once asked, they may say, “I didn’t say I was going to buy.” To which I can think of a number of immediate responses that will either help me test the temperature further, or consolidate their thinking. “You surprise me saying that.” Then shut up and let the prospect be the first to talk. “You obviously have a reason for saying that, can I ask what it is?” then tilt your head, look the prospect in the eye and let them be the first to talk. “Really so what’s preventing us from doing business today?” Now smile and wait for an answer. “What’s in the way of me getting the order from you?” Each response is powerful and requires an explanation from the prospect. Once you have your answer either close or build more value.
5. “Mr. _____, give me a trial order and let me earn your business. OK?”
Now smile and wait for a reply. By asking this question it gives both the seller and the buyer breathing space. Most times you should get a “Yes, OK,” but in the event you get a “No,” try this as a response, “What are the obstacles we need to overcome to move forward on this?” Once the prospect tells you, you most probably have all the obstacles that you need to close down on. When overcome, consider the sale is yours.
6. “If it’s not everything I claim and more, you don’t have to pay for it.”
This a last resort kind of close down. Used the wrong way, you could be committing your business to one almighty headache. Most of your prospects are likely to breathe a sigh of relief and tell you to go ahead, yet there will be others that will still decline. If they do, try this as follow-up, “You know something, I used that statement as a last resort, because right now I would rather have a fast no, than a slow maybe.” Wait 5 or 10 seconds, then add the “Close 5” response, “What are the obstacles we need to overcome to move forward on this?” Once the prospect tells you, you most probably have all the obstacles that you need to close down on. When overcome, consider the sale is yours.
7. “What one word do you want customers to use when describing how good this product makes them feel?”
Whatever they say, respond with, “Really, I like that. You know that would be a great headline for an advertisement or a brochure. What do you think?” If they tell you, consider the sale is yours. If they don’t respond favourably, then follow up with, “Instead of the top-of-the-range unit, would the budget option be of value, or would you prefer something in between?” With three options you should be able to either to flush out your prospects buying motive or have to field an objection. Whatever happens, again resort to the “Close 5” response, “What are the obstacles we need to overcome to move forward on this?” Once the prospect tells you, you most probably have all the obstacles that you need to close down on. When overcome, consider the sale is yours.
8. “What productivity benefits would you like to see it you were to install this equipment?”
By asking for productivity benefits you are asking your prospect to reveal his or her buying motive. When they answer, you could add, “And would those productivity benefits save you money?” Now follow through and ask them to give you a hot button to work with, “As a ballpark guess, how much do you think that saving would be?” Now for the theatrics, give them a slow, “Wow,” or a low, slow whistle, or something similar, then add, “So you feel this would solve your current problem and save you time and money?” There could be a number of outcomes here, however, any of them could be brought to a successful conclusion with any of the above previously mentioned closing scenarios.
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1997, 2002, 2007, 2011, 2015, 2017 all rights reserved.
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This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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