Ask your way to more deals
Do you know the two reasons most sales people fail?
1. They talk to damn much!
2. Never ask for the sale
Can you imagine that? They schedule the meeting, talk too damn much, and then never ask for the business. Why did the sales guy schedule the meeting?
The most common sales skills gap is the inability to display a quantitative value proposition during your first 90 seconds. After the first 90 seconds, the window of opportunity begins closing. The inexperienced sales person begins with a long product knowledge dump, explaining how the cloud firewall is configured or the chemicals mixed in your pest control solution versus what the actual features, advantages, and benefits of your solution. Pre-frame the conversation with questions. The pre-framing allows you to better qualify your prospect and fact find to overcome objections and turn them into sales closing opportunities.
The 5 Questions
For starters, you're bombarded with objections. To be quite honest, objections are buying signs. If they hadn't told you NO yet, then they're wanting to buy, but you haven't earned their business just yet. Your job as the helpful sales professional is to gain their trust, built enough value around your solution to prove you can fix their problem, or they simply may not like you. This doesn't mean they won't buy from you.
You must lay the foundation, set the stage and pre-frame your entire conversation with questions.
So, here are the 5 questions to close more deals.
A couple of things we are doing here is first identifying the reason they reached out to you. You get down to the reason why they decided to meet with you, whether it was to weigh their options, explore competition, price compare, or learn more about your solution to see if it meets their needs.
You explore questions related finding out what their ideal results look like. You're also diving into what they had done in the past to solve their problems. You certainly don't want to propose the same strategy or solution they had used before and was proven to not work. You're gauging the urgency of their buying decision - on a scale of 1 to 10, where are you"? Lastly, determine the buyer readiness based on what you said and set the stage to ask for the deal.
Feel free to drop me a line if this was helpful for you.
Curtis DeCora has helped start 61 businesses throughout the states of Wisconsin and Minnesota, as a consultant and business growth specialist. He has 10 years of B2B sales experience in the corporate and small business areas.