This is one of the tiniest, little things that you can do that will immediately turn your results around instantly. What I am about to tell you is not magic or a giant secret or anything special that I created. It is so simple yet so many salespeople don’t do it. Here it is: When you ask a customer if they are ready to move ahead with the sale and they say yes, you need to ask a further qualifying question as if you are almost doubting their response to moving ahead. Let me play this out so you can see how this can be done effectively. The reason we want to further qualify like this is because if we don’t, usually the customer won’t sign the order when you were expecting it. You should always ask the same question a couple of times. Here is how it goes-
Salesperson: “Bob, are we good to go…, would you like to move ahead with the order?”
Customer: “Yes, I think we are good on moving ahead with this.” (NOTE: This is where most salespeople get happy ears (too excited) and they begin to start blabbing (making statements). This is the exact moment where things can get sideways if you don’t further qualify). Follow this carefully and see how I further qualify…
Salesperson: “Awesome news Bob, I appreciate it. But when you say you think that you are good with moving ahead, help me understand, are you ready to sign the proposal now?” (This further qualifying question is going to reveal important additional details).
Customer: “I just need to run this by Ken (the big boss) one more time.” (NOTE: Right here, look at this vital information that you just uncovered! Bob has to run this order by Ken before he moves ahead. This could be a simple to-do if Ken is onboard, but it also could mean more work and no sale just yet! If you didn’t ask this question you would not have known about this important next step!).
Salesperson: “Got it. Is Ken onboard and is that a quick conversation with him, or will that require some more work? I only ask so that I can understand.” (Further qualifying again).
Customer: “He is totally onboard and I will be meeting with him this morning. Send me over the proposal so I can have him sign it.”
Salesperson: “Awesome! I’ll do that right now.” (NOTE: Take it one step further with yet another follow-up question). “So do you think I can get the signed paperwork back this morning after your meeting?”
Customer: “Yes!”
Follow the above line of questioning exactly how I did it. By asking further follow-up questions with a little doubt in your mind, and in your tone of voice (questioning if the customer is actually for real or just blowing smoke), you can get to the very truth of the matter. Now you know if your sale is indeed happening and WHEN the order is coming in. No more guessing. No more wondering. No more countless follow-up emails and calls over the next several days with your customer. No more dealing with your sales manager asking for updates!! (That used to be me!).
-Happy Selling