Questions to Close Sales
April 4, 2005
12 Questions to Close Sales With
By: Adams Hudson
The focus of this article is to close more sales. Period. Leads are too expensive to walk out empty handed. It's hard to just "wing it" and expect your sales to increase. You've got to be trained, just like any athlete or professional. Consider this your crash course - -
More Sales Right Now
Each of the $4,000/day sales consultants I know agrees that "Questions are the Link to closing sales". So they consistently train sales people to ask better questions to get more sales. If you'll "program" yourself to remember and use these, your closing ratio will increase.
Now go out there and sell something! You're ready!
- "Are you more concerned with the price... or with the cost?" This single question has the power to stop a price-shopping prospect, allowing you to restate value.
- "If I can show you a way to own this new one for less than you're spending on your old one, would you be interested?" This question virtually forces a "yes", which opens the door for more... and often closes a sale.
- "If I can do this job for that price, when would you like us to start?" This question is when you want to end the customer's "price-nibbling" and close the sale.
- "What if I told you that you were already paying for a new system?" Often customers don't realize the "carrying" and maintenance costs with an old product or system. This completely turns them into a "Tell me more" mode, which "oils" the closing.
- "On a scale of 1-10, about where are you in wanting this?" What can I do to make it a 10?" You must "take their temperature" to set up a close. This 2-step question gives you the exact info to close.
- "Sure, I can sell you something cheaper. Do you prefer cheaper, or better?" Unless customers realize that all "cheapening" comes at a price, it's a price war. Make it a peaceful settlement by selling value.
- "So, do you prefer this system... or this one?" The "Alternate of Choice" Close is one of the best Top 17 closes you'll ever use. "Did you want it here... or here? Did you want to pay cash... or payments?" Use them and sell!
- "Can I just get you to okay the Agreement here?" Use this over "Sign this contract." Words have serious selling power. Never say 'Contract' or 'Spend'. Instead use 'Invest'. For 'Learn' use 'Discover'. Many more available.
- "Repairing this would be like... putting a $100 saddle on a $10 horse. Can I show you a better option?" A little humor; a little understanding; a lot of selling. The simplest ways to turn your presentation "on" are best.
- "Well if I give you a phone quote, it won't include your trade in." Price quotes over the phone are like an auction you never win. Win the appointment with something that makes you better. Trade in a toilet, a goldfish, it doesn't matter. Get to the home.
- All of these and many more ways to present better, negotiate better, close sales and outsell most anyone is in our free booklet, "How to Double Your Sales in 90 Days". Call, fax or email for a copy. Now, two more quickies...
- "Do you prefer to repair, upgrade, or replace?" Without options, customers feel "stuck". Unstick them by letting them guide you, while they open the door with more questions. Ask this of every service customer and your Agreements, Upsales, and Upgrades will soar.
- "Do you mind if I show you how to save $10 in 10 seconds?" Wow. This "transitions" to the sale of Maintenance Agreements instantly. Note: We have a free 12-page report just on getting more Agreements sold. Contact us if you want the report on Maintenance Agreements.
Adams Hudson is president of Hudson, Ink “Creative Marketing that Works.” His company creates a full line of marketing tools for contractors including Customer Retention newsletters, Yellow Page ads, “turn-key” Marketing PowerPacks and custom copywriting. You can get a free subscription to his “Sales & Marketing Insider” by faxing your letterhead to 334-262-1115 with the request. Also check out www.hudsonink.com on the web for free marketing tips or call 1-800-489-9099 for more info.