When it comes to sales there are effective questions to ask and there are ineffective questions to ask and
Unfortunately most salespeople are asking an effective question in fact there are only really a few questions that you
Really must be asking
Everything else is fluff. It's not useful in this video. I'm going to show you
Three of those closing questions, you must be asking to close more sales
Check it out
number one
what's this challenge cost you now when you ask this [question] in the
Context of a selling situation, [I] want you to imagine that you've already
Been discussing with the prospect some of the challenges [that] they're facing
Challenges that you specifically deal with and by then asking a question like this that sounds something like George
What would you say this challenge costs you when you get that answer which by the way if you ask it right in
The tone copying the tone that I just used you're almost always going to get a response
When you get that number?
you have now created value for your solution and
once you have value you have context by which a
prospect can then compare the cost of your product or service, so if they say well
You know what these challenges. I would say are costing me three million dollars [if] your solution is let's say [300] thousand dollars
That makes a lot of sense because three hundred thousand dollars to solve a three million dollar problem is a no-brainer, [right]?
I mean if they really believe that your solution can solve that three million dollar problem [a] three hundred thousand Dollar solution
makes sense [so] by asking what this challenge costs you your prospects are going to start to see value by
having
Context around a buying decision number two
What could you see investing to solve that challenge?
Now you'll notice that this builds on the last question you have first allowed them to provide some real
context around that and now that there's
Context you ask a question like George. What could you see investing to solve this challenge?
remember they said that the challenge was let's say three million dollars you're
Allowing them to come up with some kind of a budget letting them set the bar is
Going to be really powerful in
Ultimately closing sales because by [doing] this by asking this really powerful and quite frankly very simple question
you can then
Create a solution accordingly
And if they say you know what I could see investing a hundred thousand dollars and let's say your solution is
Twice that it's two hundred thousand dollars
You can then deal [with] that in [that] moment?
So that way you don't have to go back and put together a whole proposal you deal [with] that issue
[upfront] and if by the way if your solution is less than the [budget] that they've put together
Great even better by asking that budget that simple
But powerful budget question you're going to be closing a lot more sales number three
What's your typical decision-making process for?
Something of this nature by asking a question that pertains to your prospects decision-making process
You're going to gain insight that few salespeople actually have and that is around
Whether they intend to make a decision in the near future whether there are other
decision-Makers
Involved let me ask you a question
Have you ever been in a selling situation?
And it seemed like everything was going well until the very end after you've presented and they say oh well
You know what actually I really need to run this by someone so and you didn't even know that this person existed
This was caused because we did not
Understand their decision-making process you want to know your prospects decision-making process before you ever
Get into presenting your solutions in fact one [of] [my] biggest rules with all of my clients and customers is
Never present before you know their decision-making process ever
Never present before you know their decision-making
And a simple question like you know George
What would you say is your typical?
decision-making process for this type of project by asking a question like that you are going to gain so much insight into
Where you really are in this sales process, so there are three closing questions
You must ask in order to close more sales. [I] want to hear from you
Have you ever used one [of] these questions before if so?
What was the result [be] sure to Share below in the comment section?
And I will be sure to respond to every comment that I can get to now if you got value from this video be sure
[to] download my [free]
special report on
three closing questions, you must be asking
You literally can copy and paste these questions into your sales script just click right here
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