5 Oddball Sales Closing Questions to Get You to The Close Faster
If you’re a sales professional, you might already know some principles or psychological tricks for closing sales. Some of these may include traditional methods that have worked so well. These traditional sales closing techniques are still effective today. But the downside is that you might forfeit the chance to build trust right from the start. So these techniques may not always be effective. Albeit, they still work. So here they are:
1. The Now or Never Close.
This involves adding a special addon or benefit to your offer that prompts immediate purchase.
For example: “Enjoy a special 20% discount when you sign up today”
“For customers that signup this week, we waved onboarding fees”
“Buy today and get the chance to win a free Amazon giftcard”
It’s a way to get prospects on their feet and get them to take action promptly. It works because it counters procrastination.
2. The Sharp Angle close.
When a prospect asks for a discount or an addon to go with the offer. This close requires that you turn it into a win-win scenario. If you’re working for a corporation, you’ll need to have the right approval to use this close.
In essence, the sharp angle close approbates a customer’s request contingent on them making a sharp effort towards closing.
A classic example: For example, a customer is thinking of ordering 20 units of skin care cream. They ask:
“Would you cover shipping cost?”
Your reply: “Yes, if you would order up to 50 units”
This may not always work. But when it does, it’s a great way to upsell customers. While at the same time, satisfying customer needs.
3. The Summary Close.
This is just like the waitress-customer close. For example you sit down in a restaurant, a waitress approaches you, takes your order on a note; summarizes what you’d like succinctly, emphasizing the addons. So you feel, yeah, they’ve been paying attention.
What you should do as a sales person is present a summary with an highlight of the extras the prospect is getting. You brush through the addons in a way that prompts the buyer to take action. For example “New iOS 12 Iphone X with Apple’s latest airpods, free shipping and 1 year warranty”.
Prospects knows what they’re getting. And if they’re sold already, can’t wait to have it in their hands.
These three closing techniques are great. However, most expert sales people will agree that the best approach to closing sales is via questions. And the best closing questions in sales are those that force a potential client to look inwards, while giving the sales person more insight into how best to meet their needs.
Sales Closing Questions: Why Should I Trust you with my Money?
After a sales song and dance, a buyer likes your product, wants to know more, probably thinks it’d be a good fit. You get on the ball with your buyer, answering their questions, replying emails late into the night and when you’re close to bringing it home, the buyer gets second thoughts and backs off.
If you’ve ever experienced a buyer bailing out on you at the last minute for no major reason, then you know how important it is to induce trust.
Selling is a process of trust-building. A prospect is asking two main questions; why should I trust you with my money? and Can you really solve my need? Your response as a salesperson is either trust-inducing or not. And so will your bank balance.
For the most part, securing a buyer’s confidence depends on the questions you ask or answer and how you ask or approach them. Questions give you the raw materials to meet your customer’s need but they might also be sabotaging your effort at the sale. And one of the ways to sabotage the sale is by trying to impress with big words when buyers ask questions.
Whether working with an experienced professional or a novice, the first trust-inducing thing you can do is to break down your words into the most simple and easily understandable bits.
When your words are filled with technical five-syllable words, a professional might think you’re trying too hard to impress and a novice might believe you’re out of their league. People respond better and they open up to you when you talk in a friendly, simple tone.
So, in the context of sales, what do we mean by right questions? The right questions are those that move a customer from a problem-mindset to a trust-mindset, rest assured that you will solve the problem.The right questions are those that move a customer from a problem-mindset to a trust-mindset Click To Tweet
What questions should you ask to increase a buyer’s trust and confidence in you? It’s necessary to consider that buyers will ask questions before they can trust you. Getting this trust also works the same way.
The Five Sales Closing Questions I’ve Used Effectively
Here’s an approach I work with when interacting with customers: I take the initiative.
By shooting the gun first, you take on a direct, unique approach that does one of two things, qualifies buyers or lead them to a place of confidence in your abilities.
What would you consider a win?
When asking questions, specificity wins. Instead of beating around the bush with generic questions like, ‘what can we do to serve you better?’. Let your client tell you what’s most important to them. This is also better than listing five things that they want done, which will create information overload.
Focusing on what’s most important will help you deliver better service. You want to pick out the solution they want. You probably already understand their problem but how do they want it solved?
Why did you choose us?
While it might appear this question will make a buyer rethink their choice, it rather makes you stand out. Buyers are asking this question all the time of sellers, why should we choose you? And most times, the answer is not always satisfying. It doesn’t matter how credentialed you are, a buyer believes there is someone out there who has better credentials.
Flip around the coin and ask your buyer, why did you choose us? This means you’ve taken the buyer one more qualifying step toward hiring you or not hiring you. But when they hire you, rest assured, they know you can get the job done.
- What is your timeline?
It’s customary for a buyer to ask if you’d meet their time requirements. But you could be first to push the question in a way that fosters trust. They know you’re time-conscious. And don’t ignore the fact that time is important to your customer.
The answer to the question “what is your timeline” shows the level of urgency of your prospect’s need. It gives you insights on what’s most important to your prospect so you can optimize service delivery to meet. This increases your trust score.
- What would you like to have happen next?
This question forces a customer to take action. After all the song and dance, you want a customer to make a decision. Either to open up their wallet or take some other decision. In any other case this might feel like pressuring the customer. But you’re asking in a way that requires them to tell you what to do as you both move towards the sale or conversely. Your prospect’s answer to the question will uncover any unanswered objections.
(For B2B Buyers) What problem do you think is most important to your ideal customer right now?
Folks who hire you want to solve a problem – an immediate one. They are looking inwards, not outwards. This question forces them to look outwards.
Hence, keep in mind, if you are a service provider, your end goal is not the actual problem you want to solve but helping a buyer integrate the solution into their larger framework. So, a web developer has to think about the problem the client solves (or wants to solve) for people. This bird’s eye view will help you garner trust and take on a long-term approach to solving clients’ problems.
Asking the right questions will get you better answers but not just that, you get to close more high-quality prospects, who are willing to work with you long term. Start asking these questions and you’ll be amazed as more opportunities unfold.