Have you ever been in a closing situation that seems to have stalled, where your prospect isn’t really objecting, but they sure aren’t going where you want them to go? Sometimes during a close you’ll find it necessary to sort of re-open the close, to keep your prospect talking, and to find out exactly what is on their mind.
This is especially true when you’re not sure how to respond to an objection or to how your prospect or client feels about a specific point or feature. It is times like these that you need to just ask a question and let your prospect tell you which direction you need to go in, or how you should respond.
Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to close the sale:
“I can tell that’s important to you; why does it mean so much?”
“Let me see if I have this right. You (restate what they said), right? What would have to change for this to work for you then?”
“Do I have that right?”
“What else do I need to know to understand how this affects your operation?”
“How would you react if I told you we could handle that and give you this?”
“Can you give me more detail on that?”
“What is your perspective on this?”
“And what has led you to feel that way?”
“What is your experience with this (solution)?”
“When was the last time you tried this?”
“What would have made it work better for you?”
“If you went ahead with this, what would be the worse thing that could happen?”
“I hear you saying X, but I’m also hearing something else. Could you elaborate on that please?”
“And if you didn’t move on this solution today, how are you going to change your results and get more (leads, sales, production, etc.)?”
“Do you see how this (your solution) has been designed to fix your exact problem?”
“How is this sounding so far?”
“I see where you’re coming from. How did you arrive at that?”
“What leads you to believe that?”
By using these questions, your prospect will be forced to open up and in doing so give you the opportunity to re-open the conversation and the sale.
Did you find this article interesting? Do you have anything to add? Let me know by leaving a comment below.