11 min
8 Sales Closing Questions and Statements That Actually Work Selling Made Simple And Salesman Podcast
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- Management
It's happening again.
Your prospect is postponing the deal. However, they seemed interested during the demo and were enthusiastic about your product, so why don't they sign the contract?
Closing deals is one of the more nerve-wracking aspects of being a sales professional. There's always a chance your deal won't pan out. Anything can go wrong.
However, staying silent isn't an option.
You need to ask for the sale. Wrap up your closing process by asking closing questions and statements that make the deal final.
Before Sales Closing Lines and Questions Come Transition Statements
Your closing question or sentence goes beyond words. Your body language, tone, voice, and the quality of your offering also come into play.
Most sales professionals forego these transition statements and their prospects feel like they're getting beaten over the head with an aggresive close.
But instead of going headfirst into the closing conversation, you should use a sales transition statement that sets the stage for your close. Here are my top eight sales transition statements:
* “Let's reiterate what you've told me so far.” (Recap your prospect's pain points, budget, and ideal timeframe for purchase. Then position your product as the perfect solution to their problems.)
* “Let's go over the details. “
* “I don't want your company to lose (negative consequence) simply because they didn't have the right solution and place. Do you want to take immediate steps to stop this from happening?”
* “Based on our conversation, it seems like (your product) is a good fit for (prospect's company). What do you think?
* “Are you ready to move forward? I can send over the contract right away. “
* “And if we implement by (date), I think you can start seeing ROI by (date). This means we need to close sales by (date). Is that enough time for you to make a decision?”
* “So what happens next? “
* “Based on your requirements and preferences, I think these two products would be an excellent fit for (prospect's company). Would you like to go with (Product X) or (Product Y)?
Notice how none of the statements are aggressive and make the prospect uncomfortable. Use any of the above statements to transition your conversation to a closing conversation without sounding salesy.
These statements set you up in a position of a trusted advisor and must come before any closing scripts.
Now that you know how to set the stage, let's discuss some of my favorite actionable closing questions and closing statements.
8 Best Sales Closing Questions and Statements to Close More Deals
If you've ever wondered what questions to ask when closing a sale, here are a few tried-and-tested ones to ease the tension and maintain the flow of your sales interaction.
1) “Does it make sense to… “
If you've been following my Salesman.org podcast or blog, you may already know about my simple two-step closing technique. If you haven't, here's what you need to do: ask the prospect “Does it make sense to (next step).”
For instance, “Does it make sense to sign you up into our system and get the implementation started?” Or “Does it make sense to sign the contract right now? ”
Get it? The prospect will want to coach you here and tell you what you need to do next to get the deal done. You can learn more about the technique here.
2) “So, you like the product, what it can do for your company, and you (hopefully) like me—all that's left is to make i...
It's happening again.
Your prospect is postponing the deal. However, they seemed interested during the demo and were enthusiastic about your product, so why don't they sign the contract?
Closing deals is one of the more nerve-wracking aspects of being a sales professional. There's always a chance your deal won't pan out. Anything can go wrong.
However, staying silent isn't an option.
You need to ask for the sale. Wrap up your closing process by asking closing questions and statements that make the deal final.
Before Sales Closing Lines and Questions Come Transition Statements
Your closing question or sentence goes beyond words. Your body language, tone, voice, and the quality of your offering also come into play.
Most sales professionals forego these transition statements and their prospects feel like they're getting beaten over the head with an aggresive close.
But instead of going headfirst into the closing conversation, you should use a sales transition statement that sets the stage for your close. Here are my top eight sales transition statements:
* “Let's reiterate what you've told me so far.” (Recap your prospect's pain points, budget, and ideal timeframe for purchase. Then position your product as the perfect solution to their problems.)
* “Let's go over the details. “
* “I don't want your company to lose (negative consequence) simply because they didn't have the right solution and place. Do you want to take immediate steps to stop this from happening?”
* “Based on our conversation, it seems like (your product) is a good fit for (prospect's company). What do you think?
* “Are you ready to move forward? I can send over the contract right away. “
* “And if we implement by (date), I think you can start seeing ROI by (date). This means we need to close sales by (date). Is that enough time for you to make a decision?”
* “So what happens next? “
* “Based on your requirements and preferences, I think these two products would be an excellent fit for (prospect's company). Would you like to go with (Product X) or (Product Y)?
Notice how none of the statements are aggressive and make the prospect uncomfortable. Use any of the above statements to transition your conversation to a closing conversation without sounding salesy.
These statements set you up in a position of a trusted advisor and must come before any closing scripts.
Now that you know how to set the stage, let's discuss some of my favorite actionable closing questions and closing statements.
8 Best Sales Closing Questions and Statements to Close More Deals
If you've ever wondered what questions to ask when closing a sale, here are a few tried-and-tested ones to ease the tension and maintain the flow of your sales interaction.
1) “Does it make sense to… “
If you've been following my Salesman.org podcast or blog, you may already know about my simple two-step closing technique. If you haven't, here's what you need to do: ask the prospect “Does it make sense to (next step).”
For instance, “Does it make sense to sign you up into our system and get the implementation started?” Or “Does it make sense to sign the contract right now? ”
Get it? The prospect will want to coach you here and tell you what you need to do next to get the deal done. You can learn more about the technique here.
2) “So, you like the product, what it can do for your company, and you (hopefully) like me—all that's left is to make i...
11 min