Great closers know that info is essential to getting a deal done. Do you know how to probe effectively to get to the bottom of what makes buyers tick? Just ask! Prospects will be flattered to be asked and most readily share insights on their buying process, budget, or the areas your company focuses on. Here are three ways to gain the answers you need to close the sale:
1. Positioning: If the question is asked in a way that the answers put you in a better position to serve prospects’ needs, it’s much easier for them to respond. Ask questions suchs as: “In order to make sure we’re providing exactly what you need, what are your biggest priorities right now when it comes to choosing a supplier?”
2. Order: A lot of delicate questions don’t need to be asked up front. Create a sequence that eases prospects in by asking general questions up front to build rapport and increase the level of trust.
3. Tone: Top closers are mindful to ask questions in a respectful but confident and assumptive manner to support the notion that the answers they’re seeking are necessary to provide the best service possible.
Need help closing the sale? Contact info@boostyourbottomline.com today and share your challenge.
© 2008 BoostYourBottomLine.com
WANT TO USE THIS ARTICLE IN YOUR E-ZINE, WEB SITE or BLOG? You can, as long as you include this complete blurb with it: Certified Marketing Spitfires™ Holly George and Leslie Hamp are creators of the Business Boost In A Box. To learn more about the step-by-step program, and to sign up for their *FREE* Marketing Mastery Success Kit, visit www.boostyourbottomline.com
Thursday, October 23, 2008
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