If I were to dissect why a deal pushed out or didn’t close when it was supposed to, or why the client went another direction, it usually comes back to the salesperson falling short with asking direct, candid (so-called “tough”) selling questions. These questions are not tough at all. Sales professionals that want to up their game with closing more business, and closing business within a specific timeframe (i.e. within a given month or quarter), need to be asking their clients more direct, selling questions.
Before I provide some direct and important questions to be asking your customers, I want to note that it is very important that before you attempt asking these questions, that you first take the time to build TRUST and RAPPORT with your clients. You can’t just hit them with, “so when do you want to buy?” Not after you just introduced yourself! If you do, these questions seem “tough” or too direct with your clients and it puts a bad taste in their mouths. So take the time to build rapport and trust before getting down to business.
With that said, here is a sampling of some direct questions to be asking your clients. They will help you understand where things are at with moving ahead. They will also eliminate you making assumptions on where you stand and what happens next. The more direct, the more clarity you get in return. And please keep in mind that you can ask your customer a very direct question, but in doing so with a relaxed tone so the question doesn’t come across as you being “pushy.” (Watch my video on this).
- Would you like to move ahead with our services now?
- Can we move ahead with getting the proposal signed today (by tomorrow, by Friday, etc.).
- If we can meet you on that price, can you sign the proposal today?
- Is there anything keeping us from moving ahead now?
- If we meet you on those terms, can we get this signed this week?
- When I send you the quote, would you be able to sign it this afternoon?
- When you meet with the boss, is that to get his blessing on this purchase, or for him to actually sign the proposal?
- When your team meets to discuss our proposal, are they meeting to give the final go-ahead, or just meeting to discuss follow up questions/items that may need to be worked on?
- Out of all the products that you have seen, how do you like our offering?
- Do you think we can get this signed before you go on vacation next week?