5 Questions To Ask During the Close

5 Questions To Ask During the Closenby Mike Brooks, Mr. Inside Sales

I get a lot of ezine topic requests each week, and many of them are requests for different questioning techniques to use during the qualification stage.

As many of you know, I've written many feature articles over the years that address these kinds of questions, and if you've missed any of them you can Find Them Here.

But a request I got last week asked about questions that could be used during the close or presentation stage. Good question!

There are many questions you can use to take your prospect’s pulse and so gauge where you are in the sales process, and here are a five of my favorites:nn#1 After giving a part of your presentation, ask, “Are you with me so far?"nn#2 Anytime you give a benefit, ask, “Is that important to you?" or “Can you see why my other customers/clients like that?"nn#3 Always a good question to ask throughout your presentation is, “Do you have any questions so far?"nn#4 Trial closes are always good – “Does this seem to be the kind of solution you are looking for?"nn#5 When you're done with your presentation, say, “What haven’t I covered yet that is important to you?"

Bottom line is that asking questions -- and then shutting up and listening -- is still one of the most important things you can do either during the qualification stage or during the close. Use the above questions during your next presentation and watch your closes get stronger and your income get bigger.