Learn the best ways to increase, improve and boost your sales process performance with more effective tips, techniques, strategies and ideas, including top closing lines and assumptive questions.
Want a quick tip for closing more sales over the phone — or even face-to-face? Learn to ask better questions!
THE WRONG QUESTIONING
Surprisingly, when I listen to closing calls (or even prospecting and cold calls), I hear sales reps ask the wrong types of questions over and over again. Here’s an example:
“Do you have any questions for me?”
Quick: What’s wrong with this kind of question? If you answered that it’s a “closed ended” question, you’re right. This question forces your prospect to answer either “yes” or “no.” Either way, the conversation stops.
Top sales reps close more sales and open more sales conversations by taking the time to change all their closed-ended questions into either open-ended questions or even assumptive questions. To do this with the above question, you’d change it to:
“What questions do you have for me?”
Granted your prospect can still tell you no, but this way you’re at least leading them to answering the question, rather than making it easy for them to just say no and end the conversation.
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