Sales are not about tricking someone into buying. As a seller your job isn’t to use closing techniques, it’s to lead.
So how can you ask the right questions which don’t sound like gimmicks and are 100% effective for the closure of the sales?
Asking the right sales closing questions is based on understanding three things:
- What changed
- Where they stand
- Which steps will get us close
By asking the right questions, you can get answers for all three categories.
1. What Changed? - Under what circumstances can we execute a contract by (initial close date)?
- Need to understand what has changed internally and whether your deal is still on track, just delayed or worse.
- If you are not aware then you’ll be taking shots in the dark
2. What Changed? - Do you see a world in which you move forward in (date)?
- You can ask this question if things are messy and you can’t get a clear answer from your buyers
- If they are being evasive, this question can push them a bit
- Though it is a closed-ended question and you’re most likely to get a monosyllabic answer, it leads to some pretty obvious and even avoidable next questions that will help you out…
- If they say No, you have the privilege to ask what is the main barrier to see whether it’s solvable.
- If the answer is Yes, looks great. You’re back on track. Ask them to set the stage in terms of what’s needed to get there.
3. Where do they stand? - When does (the decision maker) say yes?
- Now that you know there are chances of moving forward, you should validate your position through the lens of a DM (Decision Maker)
- If the DM is in the room, ask them this question directly
- If they aren’t, it’s a great way to gain insights from someone who may be a bit more candid about their DM’s position
- You can use their answers to move towards the concrete next steps. for example, if you know whether the timeline has changed, or which internal issues are cropping up, you can begin to make a plan.
4. Where do they stand? - What could prevent a (date) sign date?
- Allows you to identify potential hurdles your deal still needs to clear
- Use your prospect’s answer to build a defensive strategy based on insider information
- This question is another way of asking - what’s standing in the way of the deal right now?
5. Which steps will get us to close? - What exactly happens between getting the green light and signing the agreement?
- The buyer should walk through the whole process so there’s a sense of alignment around what can and should happen
- Ask questions around - who is involved in the approval process, and what are the steps involved in the decision-making process?
- Identify apart from DM, who else might be involved to block the deal once it’s rolling again.
- Once you align on a path forward and agree to who’s involved, you can start navigating your deal behind buyer lines with multi-threading and other stakeholders-focused tactics.
6. Which steps will get us to close? - What obstacles could prevent you from moving forward?
- It’s about mitigating the risks that could crop up on the path to closing
- The goal is to understand which of the remaining steps are critical based on the internal process you’ve highlighted
7. What Changed? - It seems like the urgency around this initiative has slowed. What’s changed?
- It’s a great way to qualify whether momentum is really dipping in a deal, or whether there were just a few hurdles that needed to be addressed.
- Another angle is to cut to the heart of the matter. Nothing wrong in being direct at this point in your deal.?
- That’s something everyone can respect, as long as it’s done politely.
With these questions in mind, you are perfectly equipped to regain control if there’s any post-proposal misalignment.?
Keep your buyer engaged and calmly take the lead in your conversations.?
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