January 27th, 2023
Using questions to close deals
Ifyou want to close more deals, you have to ask questions that help your buyer come to their own logical conclusion that the overall perceived value of your product outweighs the overall inconveniences of acquiring it.
In sales, it's way easier to tell your buyer that your product is the best thing since sliced bread and that they should buy it.
Of course, your sales pitch should highlight all of the features, advantages and benefits that improve your buyer's life.
But in the close, you'll want to focus on asking questions that help your buyer come to their own conclusion that their life would be better if they purchased your product.
Here's the reason why: in the close, your buyer isn't comparing the decision to do business with you to all the good decisions they've made in the past.
The truth is that your buyer is (almost subconsciously) comparing the decision to do business with you to all the bad decisions they've made.
In the video above, I'm attempting to close a buyer on joining my Sales Acceleration Program, a 12-week, daily sales coaching program that I run every year.
The Sales Acceleration Program is expensive because I work with a limited class size every single day for 90 days in a row.
And of course, the buyer was giving me price objections, stall objections, 3rd party objections - pretty much every objection you can get - and I was able to flip him into joining. (Since joining, he's been 3X more profitable in his business than he previously was!)
The reason I was successful at earning his business was because I was able to ask him relevant questions that allowed him to come to his own conclusion that he would make more money by joining the program and increasing his sales.
That's why asking questions in the close is so important and why you should learn how to ask them.
If you are ready to take your sales game to the next level, learn how to increase your closing ratio and build the confidence you've been looking for, all you have to do is fill out the form below.
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Written by Jordan Stupar