For many entrepreneurs, asking the customer for their business is one of the most difficult aspects of the job. For some it feels awkward. Others expect the customer to ask to buy. Still others simply neglect to give the prospect an invitation to buy. One way to be sure you ask for the sale is to practice your closing questions. Try using some of the questions below.
- Here are all the requirements you gave me and how we are able to meet all your specifications. Have I got them all? You’ve said you need this by (date) and we can do that for you. Have I answered all your questions? When can I pick up the purchase order so we can begin?
- You have told me you need to get this done quickly, so let’s schedule an appointment to begin working on it. What is the best day for you to get started?
- Imagine the relief you will feel when this is all straightened out! Let’s get started working on it this week! Can you come in on Friday to sign the contract?
- What color would be best for you? Great, then shall I move forward and place the order?
- I’d love to work with you on this, when shall we begin?
- Is there anyone else that needs to approve this decision? Are you ready to move forward with this?
- What is the time frame in which you would like to complete this? To meet your schedule, it would be best to start by (date), would you agree? We’ll need to process your order immediately. All I need is your signature on this order to begin. (Have pen and order ready.)
- I can get this done for you by Wednesday of next week, would you like me to call you on Wednesday or would you like to schedule an appointment for that day?
- In order to get started, you will need to give me (signed contract, credit card number etc.) Would you like to do that now?
- Since you know you want to do this, are you ready to get started?
Your sales process should consist of demonstrating how your product or service is the best solution to your buyer’s problem. This involves overcoming each of the objections raised by your prospect prior to moving to a closing question. If after a trial close, the prospect stalls or has more objections, it’s an indication that your prospect is still not ready. Circle back and try to uncover any remaining objections, reviewing the benefits of your product/service as related to their needs and then try closing again.
For more help improving your selling techniques, contact the Economic Development Collaborative-Ventura County. Conveniently located in Camarillo, California, we’re here to help.
Content credit: Alvah Parker, Score Accredited Business Counselor