Proven Sales Closing Questions
As you can imagine, sales closing questions are some of the most important types of questions that you, as a sales professional, can ask customers during the sales cycle. Sales closing questions can help salespeople determine the customer’s level of interest and willingness to buy their product. Asking these types of questions can also be very helpful for sales reps attempting to identify the objections and concerns specific customers might have.
The Brooks Group has put together this guide to help those struggling with closing deals. By following the techniques outlined below, you can ensure that your sales performance will be off the charts! Some examples of practical sales closing questions you can ask include inquiring about the customer’s budget, making the timeframe for decision-making, and asking about the next steps in your client’s buying process.
Understanding About Sales Closing Questions
When closing a sale, understanding the right questions to ask can make all the difference. As a sales professional, you want to ensure that you’re not just pitching your company’s product but instead working hard to understand the needs and concerns of potential customers. These questions help you understand the customer’s decision-making process and determine how to respond to possible sales objections.
Types of Closing Questions
Only a few people know that there are different types of closing questions salespeople ask to increase their chances of closing a sale. Below you’ll discover some of the most commonly requested types of closing questions:
Assumptive Questions
Assumptive questions (as the name suggests) assume that the customer will buy the offered product. Sales professionals typically ask assumptive questions to understand better how a specific customer plans to use their product.
For example, let’s say your company sells air conditioning units. You might ask a prospect an assumptive question like: “When would you like to schedule the installation of your new AC unit?” This question assumes that the customer will buy the AC unit and focuses on the next step of the sales process.
Alternative Choice Questions
Choice questions, also known as “either/or” questions, are another type of closing question that sales professionals can use to guide a customer toward buying decisions. These questions present the customer with two options.
For example, you might ask: “Would you like the red or blue version of this product?” This type of question can help you understand the customer’s preferences. It also gives the customer a sense of control over the decision-making process, which means they’ll be more likely to purchase the product.
Objection Handling Questions
Sales reps can ask objection-handling questions to address customer concerns or objections regarding the product. These questions are designed to uncover the underlying reasons for the complaint and provide a solution that addresses the customer’s problems.
Objection-handling questions are typically customer-centric and non-confrontational, so keep that in mind when asking these questions. For example, if a customer expresses concern about the cost of a specific product, you can say: “I understand that cost is an important factor for you. Can you tell me more about your budget so I can help you find a solution that best fits your needs?”
Trial Close Questions
Asking trial close questions is a great way to gauge the customer’s interest and readiness to buy without asking for a real commitment. These questions are meant to test the waters and understand where customers stand in their decision-making process.
Once you’re getting close to the end of your sales call, try asking a trial close question like this: “Based on what you’ve learned so far, how likely are you to move forward with this purchase?” Trial close questions can also build momentum and encourage the customer to take the next step in the sales process.
Benefits of Asking Closing Questions
There are several benefits to asking closing questions at the end of your sales calls. Here are just a few:
Helps Identify Customers’ Needs and Concerns
By asking different closing questions (like the ones listed above), sales reps can identify customers’ specific needs and concerns. Asking closing questions can also help salespeople build trust and rapport with their clients, as asking them shows that they have been paying attention and are prepared to address the client’s issues and pain points. Asking closing questions can also help sales reps identify potential roadblocks in the sales process and develop strategies to overcome them.
Increases the Likelihood of Closing a Sale
Asking closing questions can also help a salesperson guide a potential customer closer to making a purchase. You can successfully address objections and direct the customer through decision-making by asking these questions. This, in turn, will significantly increase your chances of closing the sale.
Helps Identify Customer’s Buying Signals
The other great thing about closing questions is they can help a salesperson identify a customer’s buying signals. As stated before, these questions play a significant role in assisting salespeople in determining a customer’s level of interest in their company’s product. Asking these questions is also an excellent way to gauge where your customer is currently in the buying process.
It Helps to Qualify Leads
Asking closing questions can also help a salesperson focus on their qualified leads. If a client is not ready to buy, you should schedule a follow-up meeting and save time.
Sales Closing Techniques
Ask for the Sale
Asking for a sale is a critical step in the sales process. There are various ways to ask your prospect for a sale, including asking the customer directly if they’re ready to make a purchase or using a more subtle approach to gauge the customer’s level of interest if they seem unsure.
Offer Incentives
Offering additional incentives like discounts or free shipping can be an incredibly effective way to close a sale. Ensure that the incentive you offer applies to the customer’s needs. Only push it if they continue to say no.
Create a Level of Urgency
Creating a sense of urgency is necessary for closing a sale. You must highlight the benefits of making a purchase sooner rather than later and explain why acting now is essential.
Use Testimonials
Using customer testimonials, reviews, or referrals can also be helpful when it comes to closing a sale. Showing the customer proof of your product’s effectiveness will build their confidence and sway them in the right direction.
Offer Limited Time Deals
Sometimes, you can close a sale by offering the customer a limited deal. Be open and honest with your client about the parameters of the limited-time offer, and create a sense of urgency to sway them towards making a purchase.
Follow Up
Following up with customers after a sale is more important than you think. You want to ensure that they are satisfied with their purchase and build rapport, loyalty, and trust. It’s also a good idea to ask your customers for feedback on your sales process, as this can help you improve your sales approach in the future.
Tips for Asking Closing Questions
Be Clear and Concise
When asking closing questions at the end of a sales call, it’s essential to be clear and concise. Avoid overly complex language or jargon, as this may need to be clarified for customers and make them feel alienated. Try to ask direct questions and get to the point, or else the customer might need help understanding what you’re trying to ask them.
Listen Carefully
When asking closing questions, you should always practice active listening. This will help you better understand your customer’s needs and concerns so that you can tailor your sales pitch and closing statement accordingly.
Be Prepared
Before you ask your closing questions, ensure you’re adequately prepared. This means ensuring that you clearly understand the customer’s needs and concerns. If you need to figure out the customer’s needs and concerns, you need more time to wrap up the sales conversation.
Be Positive
It can be hard to remain positive after a long work day, but it will ultimately benefit both the customer and yourself. Keeping a positive attitude and using the right tone can create a sense of enthusiasm and excitement in the customer, pushing them to make a purchase.
Ask Open-Ended Questions
You’re going to make sure your closing questions are open-ended. It allows the customer to provide more detailed responses, which will help you understand their needs and pain points. Asking open-ended questions can also create a productive dialogue between you and the customer. They’ll feel more comfortable and more likely to open up to you.
Frequently Asked Questions
How can I make sure that my closing questions are practical?
There are many ways to ensure that your closing questions are practical. Make sure you are tailoring your questions to the customer based on their specific needs, and remember to address any objections they might have before asking them if they’re ready to purchase. The timing of your closing questions is also essential. You should ask for a sale at the right time, i.e., when the customer seems ready to make a purchase.
What should I do if the customer is not ready to purchase?
If the customer seems ready to make a purchase later, be patient. Ask them about their concerns, and offer solutions that adequately address these concerns. You can constantly offer to schedule a follow-up meeting. This will give your client more time to think about their decision and give you another chance to pitch your company’s product.
How can I ensure that my sales closing questions are not too aggressive or pushy?
Being too pushy and aggressive with your closing questions is a valid concern. Thankfully, there are plenty of ways to ensure your sales closing questions aren’t putting people off or making them uncomfortable. For example, instead of simply pitching your product, you can use a consultative approach to understand the customer’s needs and feelings.
You should also be respectful. Don’t pressure your clients into making purchases, as this might make them feel like they’re being manipulated. It’s also essential to use appropriate language when asking closing questions. This will show you’re professional and care about providing top-notch customer service.
Explore More With The Brooks Group!
Asking closing questions is a crucial part of the sales process. By using the proper closing techniques, such as asking choices, objection handling, and trial close questions, sales representatives can increase their chances of successfully closing their sales. It’s essential to tailor your closing questions to each customer’s specific needs, as this will help you establish trust and hopefully lead to you making a sale. Are you interested in learning more? If you’ve enjoyed this article, you might also enjoy some other topics related to creating goals for your sales team: check them out here.
