How to Ask a Closing Question

For many home business owners, closing the sale is an intimidating task. Yet it is one of the most important skills needed in order to succeed in business. You may be the most knowledgeable of presenters and have an incredible product, but if you do not how to close the sale, you will be limited in your success.

Many of the leading sales experts have defined closing as, "Asking a question, the answer to which confirms the sale."

Of course, it is always important to remember to confirm your prospects interest and to look for concrete buying signals before asking your closing question. For example, your neighbor Ellen says that she is thinking of buying her daughter a necklace for her birthday. But she hasn't said she's buying it from you. You could ask, "Ellen, would you like the gold or silver heart pendant I showed you the other day." And then just be quiet and wait.

Once this question has been asked, you must abide by the oldest, most critical rule of selling: When you ask a closing question.... shut up! The first person that speaks loses.

There are many ways to ask for the sale. Your method of asking a closing question should be in keeping with your personal style of communication and it is effortless when done correctly.

One very important guideline in asking for the sale is to try to eliminate "no"' as a possible response to your question. You may not get the much desired yes as a result of eliminating no responses to your questions, but you will uncover other objections and get the conversation going in a direction that will eventually lead to a yes.

It is very important that you phrase your question in a manner directly addressing your prospects main need or desire. For example...."Ellen, would you prefer the 12-inch or 18-inch round mirror? or "Do you want that delivered before you paint the room or would you rather wait until the that's complete?"

Notice that these examples incorporate the simple techniques of using time, choice or preference to eliminate no as a possible response. Your prospect will be forced to change the direction of the flow altogether in order to come up with a negative or no response to your closing question.

The important lesson here is: Leave it up to the buyer to decide, but do not give him/her "no" as a possible response once you have asked a closing question.

The key here is that you ask your closing questions in a friendly, sincere manner without high pressure and without being pushy. Ever hear the expression "the silence was deafening"? Even a minute of silence can feel like an hour during closing. The tension begins to mount as soon as you finish asking a closing question. With enough gentle, directing closing questions, you will be on your way to sales success. Remember, the sales are there and ripe for the picking. You will receive, but first....you must ask!

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Linda Stacy helps direct sales consultants generate leads online.
This article was reprinted with permission and cannot be modified or redistributed.

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