Questions To Ask During the Close

I get a lot of ezine topic requests each week, and many of them are requests for different questioning techniques to use during the qualification stage.

As many of you know, I've written many feature articles over the years that address these kinds of questions, and if you've missed any of them you can Find Them Here.

But a request I got last week asked about questions that could be used during the close or presentation stage. Good question!

There are many questions you can use to take your prospect’s pulse and so gauge where you are in the sales process, and here are a five of my favorites:

#1 After giving a part of your presentation, ask, “Are you with me so far?"

#2 Anytime you give a benefit, ask, “Is that important to you?" or “Can you see why my other customers/clients like that?"

#3 Always a good question to ask throughout your presentation is, “Do you have any questions so far?"

#4 Trial closes are always good – “Does this seem to be the kind of solution you are looking for?"

#5 When you're done with your presentation, say, “What haven’t I covered yet that is important to you?"

Bottom line is that asking questions -- and then shutting up and listening -- is still one of the most important things you can do either during the qualification stage or during the close. Use the above questions during your next presentation and watch your closes get stronger and your income get bigger.

ABOUT THE AUTHOR:

If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, 10 Techniques to Instantly Make You a Better Closer. You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, The Secrets of the Top 20% by clicking here: http://www.mrinsidesales.com/ezine.htm

Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com