| Not all tele-sales calls end with a sale. Depending on | | | | discover that this question can help garner a buying |
| your product, the market, and the price your sales | | | | signal. It's a test close, plain and simple. If the client |
| call might have a longer sales cycle. But the longer | | | | gives you specifics on how they wish to 'proceed |
| the sales cycle the more time it takes to meet your | | | | with the sale' they are, in effect, giving you an |
| objectives and make your commissions. | | | | indication that they want to buy. |
| Here are some excellent QUESTIONS that get your | | | | 4. What do you need to feel comfortable to continue |
| client to take some sort of action. | | | | forward? |
| 1. How can we make this work? | | | | This question more or less screams "I am in your |
| Talk about a brilliant question! Use this question after | | | | corner.' You are empathizing with the client and he'll |
| you have done your needs analysis and you've | | | | sense it because you are appealing to the emotional |
| presented your solution. It's brilliant because it can act | | | | side of the buying equation. By asking what make |
| as an actual close or it can act is a propellant to get | | | | him feel comfortable, you are really asking for any |
| the sale moving. Either way, the question creates | | | | objections or concerns. Once those are laid open, |
| momentum. | | | | you now have the formula to proceed with the sale. |
| 2. What do you see as the next steps? | | | | 5. To keep the momentum going, why don't we set |
| This is another superb question because it gets the | | | | up a telephone appointment for Thursday morning, |
| client to open up and elaborate on what must | | | | at, say 8:15 and we can review the proposal in detail |
| happen for the sale to continue. In effect, you are | | | | and determine the next steps if any. |
| getting the prospect to give you a road map to | | | | This approach is often called the "advance" because |
| close the sale. For example, the prospect might tell | | | | it moves a sale forward by getting the prospect to |
| you that they need a proposal, that the proposal | | | | commit to an action (review the proposal) by a given |
| goes to a committee of three whose names are | | | | date and time (Thursday, 8:15 a.m.) If the client |
| ____ and that the final say on the sale rests on Mr. | | | | agrees to this action, date and time she's engaged. |
| Big. In one fell swoop you not only have the process | | | | And that's a good thing. |
| for buying but you also have the three influencers | | | | Summary |
| and the final decision maker. | | | | Moving the sale forward is as easy as asking for a |
| 3. How would you like to proceed? | | | | 'road map.' Get the client to tell you what needs to |
| Here's yet another open ended question that gets | | | | by done simply by asking. Try these questions and |
| the prospect to tell you how momentum will | | | | get a move on! |
| continue. Peel back the onion a bit and you'll also | | | | |