Too many salespeople are afraid to ask for the order. They’re either afraid they’ll seem too pushy or they don’t know the steps to getting a buyer to say yes.
The close is not the most critical step in the selling process, especially when you’re successful implementing the first steps of their call. If you’ve effectively lowered their resistance, asked questions, and presented solid solutions, then your closure will be easy and low pressure.
The three most powerful, yet low-pressured closing questions are “What do you want to do now?” “What happens next?” and “So where do we go from here?”
Notice those aren’t pushy, aggressive or high-pressured closing questions. You don’t need to squeeze a customer into saying yes if you’ve discovered what they need, shown your solutions and asked for their commitment.
What can you do to improve your team’s ability to persuasively ask for the order?
Today’s video talks about the importance of utilizing low-pressured closing questions so you don’t sound like others still using old, tired, higher-pressured closing techniques. After all, when we improve a sales rep’s closing skills…they tend to sell even more!