Closed Ended Questions Ask the Prospect to Take a Position
This is Peter Collins with another sales tip for the professional salesperson.
I want to talk about Closed Ended Questions for a minute. Why, because a Closed Ended Question generally forces the prospect to take an immediate position on whatever subject is presented to them. The best part with this is, that the majority of decisions offered up this way generally create a ‘yes’ or a ‘no, answer.
So let me suggest just three Closed Ended Questions you could use:
• “Tell me John, do you like what I’ve shown you?”
• “Fred is it something you’d like to get started with right away?”
• “Andrew, does this make sense to you, so far?”
The salesperson should be mindful of the fact that each of these questions (and other questions similar to these) are ideal sales indicators, especially when the seller wants to get clear answers, and then, is able to bring the sales process to a close.
And that is the power of Closed Ended Questions in selling
Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
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This Article is by Peter Collins – In a sales career spanning more than 53 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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