The Question/Question Close is a unique closing style that allows you to ask questions, but when the prospect asks a question of the salesperson, the prospect is asked a further question as a substitute for the answer asked for. In other words, whenever your prospect asks you a question, don’t answer the question with an answer, but answer the question with a question instead.
If asked, “Do you package?”
Answer with, “How would you like it packaged?“
If the prospect answers with specifics on how it should be packaged, follow through – then complete the details and Close the Sale.
If applied well, this one technique could improve your sales by as much as 10-20%. But it must be rehearsed until it becomes totally habitual, otherwise you will only be going through the motions without total conviction.
If the question is, “Do you deliver?”, here are some suggested answers,
- “When do you want it delivered?”
- “You do want us to deliver, don’t you?”
- “How would you like it delivered?”
- “Would you prefer to use your courier system or ours?”
- “Would you like it part delivered or in total?”
- “Would you like it unassembled or can we assemble it for you?”
- “Do you want delivery with or without options?”
Every one of us would like the idea of staying charge of the selling process and at times we may be in a situation where one minute we feel we are in charge, and that’s where this closing style comes into it’s own, because, even though the sale may be faltering, by simply applying the Question/Question Close, when you feel you are now no longer in control, just by throwing the question back at the prospect, the sale is then likely to get back on track. Then how do you keep it on track after you’ve applied the Question/Question Close? You simply apply the Question/Question Close and remain in control.
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 65 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. 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.
Peter can be contacted through his website – profitmakersales.com