If you’re having trouble closing a sale, use these non-aggressive closing questions to help you further. These closing questions have been designed to make your customer or client feel more comfortable with the process, without giving them an advantage over you.
Here’s some closing sale questions you should be using:
Would you like my help?
This is a standard question which is both friendly and gentle, without portraying you as weak.
Why don’t you give the product or us a try?
Using this form of question actually plays on psychology, instead of purchasing or committing to a deal, the potential client is giving the product or your business a chance, which in their eyes can decrease the amount of risk attached to the deal.
It seems like the [Product] is a good fit for your [company]. What do you think?
This type of question can be great, because your asking them their opinion. They’ll either say Yes, the product is great, and you can progress from there, or they will say No, it isn’t and list their reasons – thus you can also turn any reasons into a positive.
Will you commit to doing business with us today?
This question is an old-school approach, however it can still work well in many industries and sectors. Typically, a sales professional has to have a secure command of the situation and a high level of understanding with their buyer to use this closing line effectively.
What happens next?
What happens next can be a great question to use, it puts your customer in a false position of being in charge of the situation, however you’re actually in charge because you’re driving and shaping the conversation. What happens next can be used when you feel like something is stopping your client from making a purchase, you can use this question to find out exactly what that is.
Ready to move forward? I can send over the contract right now.
Progress is always good, both for the customer and yourself, this question suggests a notion that a deal is getting closer, thus momentum is happening. By using this question you’re actually removing resistance from the situation, as the contract is ready right now to sign and complete.
If we throw in [FREEBIE], would that convince you to sign today?
If you’re conducting large deals, this question can sweeten the situation to your advantage. Of course, nobody wants to give anything away for free, however an add-on could work nicely for your needs and requirements. Some companies like to offer price discounts instead of offering a freebie, however this choice is up to you.
Tell me your thoughts
Tell me your thoughts can be a good question to ask, as you can gauge and understand what your client or customer is thinking, equally you can also see how likely or ready they are to make a purchase. If they’re unsure, this gives you the chance to figure out what’s holding them back without trying to close a sale too soon.
Let’s talk about pricing
Let’s talk about pricing is another classic closing sales question, after all, many sales can be made or break on the price. This question allows you to navigate away from the general conversation into the areas which really matter. Typically, after you’ve agreed a price with the client, the deal is closed not long after.
Is there any reason, if we gave you the product at this price, that you wouldn’t do business with our company?
Typically, this form of question can be ideal for a wide range of situations, f the prospect answers “no” to this question, the sales professional has indirectly gotten them to agree to the contract. If the answer is “yes,” the salesperson has the chance to address objections without bringing the deal to a standstill.
When can we begin?
Asking when can we begin puts the pressure on your client for an answer, this will generally get your prospect thinking about the end result of the conversations and communications with you. It will also let you know what their timeline is, for example they could say, “we would like to start in one month” – you then know a deal is pretty close. However, they could also say “we’re not thinking about beginning until six months time”. Remember this when can we begin can be a good tactic if your client is stalling, and makes them think further ahead.