As a salesperson, you’ve likely gone through the entire sales process – from making the initial call to presenting your solution – only to find yourself stuck at the final step: asking for the business. It’s a common roadblock that can leave even the most experienced sales professionals feeling flustered and unsure of how to proceed. Asking for the business shouldn’t be awkward or overly manipulative. In fact, the best way to close a sale is by simply confirming your prospect’s commitment to move forward. In this sales training article we cover tips on how to ask for the business and secure those all-important deals.
Firstly, it’s important to remember that buyers today are savvy and discerning. They’re not interested in being pressured or manipulated into making a decision. Rather, they want to feel like they are in control of the process and that the solution you are offering aligns with their needs. With this in mind, the best closing question is one that confirms the buyer’s decision to move ahead. For instance, you can say, “Based on what we have discussed, it makes sense to me to move forward. What do you think?” This simple, straightforward approach shows that you respect the buyer’s decision-making process while also paving the way for a final commitment. Depending on the context, you may need to rephrase your question into something similar to this: “Here is where I recommend we go from here (explain steps). What do you think?” Or something as simple as “Would you like my help to get started?”
The tone of your voice is key when asking these questions. Your tone should be confident and empathetic, offering confidence in your product or service. If the buyer senses hesitation or doubts, they are less likely to make a purchase.
Another key point to remember is that buyers know what they want. They are looking for someone who can provide solutions to their problems and know when they are being sold to. So, your closing questions should always address their needs and offer strong value to their situation. If you’re struggling to navigate this process, check out our articles on “Why sales engagements often result in no sale” and “How to unlock the sale in discovery meetings”.
Once you’ve asked your questions and the buyer confirms their commitment to move forward, guide them through the next steps. Explain the process and what they can expect. Doing so will help build trust and confidence in your product or service, encouraging the buyer to complete the deal.
Closing a sale can be both an art and a science, and it requires skill and strategy. As a salesperson, asking for the business is a crucial step in the process, and the way in which you ask does not have to be overcomplicated or manipulative. The best close is when the prospect makes the decision to buy because it makes perfect sense for them, which is achieved through a combination of active listening, insightful questioning and solutions tailored to their unique business challenges. Keep a confident and empathetic tone while offering strong value to the buyer. By doing so, you can gain their trust and confidence and close more sales.
If you genuinely believe you have tried your very best to address your prospects’ pain points through every step of the sales process with grace and sincerity, why should your closing questions be anything but necessary?