Sales and marketing is the battle field for every business, and is definitely a tough gig. It’s a fishing expedition everyday. Attempting to sell your product, comes down to nothing but a numbers game. Exposure of that product to qualified buyers, results in a certain percentage who will buy.
But what the majority of salesman, novice or experienced constantly fails to do, is properly qualify their prospect. They will talk their ear off, ramble their spiel pointlessly, talking about nothing, while never finding out exactly what their prospects 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, voluntarily yawning.
ABC Always Be Closing
The best salespeople, the “closers” however, knows exactly which questions to ask, at the most opportune time. This to mine valuable information from their potential customer.
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 don’t like you.
You may of even crested to the point where you’ve become annoying, even if they’re ready to buy. You may of then 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, that you need to ask, and have 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
In 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. By asking, you’ll then know who all the “parties” are that are involved.
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.
Meanwhile, 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, what the majority of salespeople will do, is reply with a simple “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, if someone asks you if you carry a product that’s comparable to something that a major competitor of yours offers.
The reason why they’re usually asking, is because they’re either looking to replace their current supplier, either because the price is too high, the service is too poor, the quality isn’t that great, or they never carry enough inventory.
Know Exactly What The Buying Timeline Is
Up to 82% percent of all prospects who enters your 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 that the majority of salespeople make, is that they’ll push forward too far and too fast, pressuring the “looky-loo’s” to buy on the spot, immediately.
They have no idea that the customer isn’t ready to buy, or how important that the purchase is to them. So you need to ask what their timeline for purchasing the product is.
Once you know, then you’ll realize how urgent or not, that the prospects needs are. There could be 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 that if they’re not buying today, regardless of how good the price is, they’re not buying today.
But once you establish what their timeline is, it also helps the prospect realize that you understand what their going through, which increases the chances that they’ll come back, and purchase the product or service from you.
Ask The Prospect What They Like Or Want To Happen Next
This is one of the most powerful closing statements, that a salesman 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. So once you both know what the next step is going to be, what you’re basically doing is silently asking for the sale, while not placing any pressure on them.
Their answer will also quickly uncover any questions, doubts, or objectives that they may have. Once they’re 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 on the purchasing decision. You’re also removing the final roadblocks, allowing you to hopefully close the sale.