All What Matters In Any Business Is Closing The Sale

Marketing is a battle field for every business, and can be a tough gig. It’s a fishing expedition everyday. Attempting to sell your product, comes down to nothing but a numbers game. Exposing your product to qualified buyers, results in a certain percentage who will buy.

What the majority of salespeople, novice or experienced constantly fail to do, is properly qualify their prospect.

They will talk their ear off, ramble their spiel pointlessly, write miles of content. All while never finding out exactly what their prospect wants or needs.

That’s around the time when the potential buyer, will get that glazed skeptical look over their face.

Their eyes then begin darting to where the bathroom or the nearest exit is, or will search for the exit button on the video sales page.

ABC Always Be Closing

The best marketers, the “closers” however, know exactly which questions to ask, at the most opportune time. This to mine valuable information from their potential buyer.

You need to know what these questions to ask are. Otherwise, you’ll risk boring or scaring them away, as they either become skeptical or they just don’t like you.

You may of even crested to the point where you’ve become annoying, even if they’re ready to buy. What you did was convinced them to buy elsewhere, even if it’s at a higher price.

But if you ask the right questions at the right time, that should open the door so you can shut the sale.

These are the “power” questions you need to ask and solve, while having the courage to ask them.

These inquiries are also generally friendly in nature, unobtrusive, while helping you gauge the temperature of the prospect.

You won’t pressure them or make them feel uncomfortable, while seeing better results.

Who’s Making The Final Purchasing Decision

For any sale, especially the larger ticket items such as a new car, it’s important to know who’s making the final purchasing decision. So find that person who’s calling the shots, by asking them.

If the prospect is telling the truth, that allows you to tailor your closing approach. Once you ask, you’ll know who the “parties” involved are.

When it comes to buying a car, the husband will generally choose the car which has the lowest price, the best features such as engine size, or the best gas mileage.

The wife will usually make the final buying decision, based on the color, the options and its features, then ultimately the price.


Know Why They’re Shopping Today

Once a prospect enters a business or store, what the salesperson will often ask is a generic question such as. “How can I help you today?” or “What would I be able to show you today?”

These types of open ended questions, makes it too easy for the customer to say. “I’m just looking,” or “Nothing, I’m just browsing.”

Replies that gives you no information whatsoever, while doing nothing to help you meet their particular needs.

Instead, if you ask. “What brought you to our store today?” you should get deeper insight and a reason, which gives you the opportunity to begin building a mutual relationship.

Ask Why “This” Particular Product or Service

Once a prospective customer asks whether you offer a certain product or service, the majority of salespeople will reply with a “yes” or “no.”

If the answer is “yes,” you can then follow up by asking what the reason is, that prompted them to originally seek out your product or service.

This can also be used, once someone asks if you carry a product that’s comparable to something a major competitor of yours offers.

The reason why they’re asking is usually because:

• They’re looking to replace their current supplier
• The price is too high
• The service is too poor
• The quality isn’t great, or
• They never carry enough inventory

Find Out What The Buying Timeline Is

Up to 82% percent of all prospects who enters a store, are in the “window shopping” mode.

They’re looking at what’s available, the different selections you carry, such as color, price, availability, warranty, etc.

One of the biggest mistakes the majority of salespeople make, is they’ll push for the sale too fast, pressuring the “looky-loo’s” to buy on the spot, immediately.

They have no idea the customer isn’t ready to buy, or how important the purchase is to them.

So you need to ask what their timeline for purchasing the product is, especially for big ticket items.

Once you find out, then you’ll realize how urgent or not, the prospects needs are.

This could be for a variety of reasons, such as they needing to arrange financing, or they’re waiting for payday, etc.

Once you know their buying pattern, you can then match their level of urgency.

Realize if they’re not buying today, regardless of how good the price is, they’re not buying today.

Once you establish what their timeline is, it also helps the prospect realize you understand what their going through.

What this does, is increases the chances they’ll come back and purchase from you.

Ask The Prospect What They Like Or Want To Happen Next

This is one of the most powerful closing statements a salesperson can make. It’s also an easy and a fair one to ask, while using it to your advantage.

Asking what the prospect wants to do next, isn’t intimidating to them.

Once you both know what the next step is going to be, what you’re basically doing is silently asking for the sale. You’re also not placing any pressure on them.

Their answer will also quickly uncover any questions, doubts, or objectives they may have.

Once these issues are resolved, it then gives you a clear path to ask for the sale, and then close the deal.

Asking them what they want to do next, becomes especially helpful when there’s a delay or hesitation on the purchasing decision.

You’re also removing the final roadblocks, giving you the right to earn the sale.