What are the three best questions to ask your prospect before closing? (by Big Al)

Closing can be difficult and
embarrassing. Make it easy by pre-
closing your prospects with special
questions early in your presentation.

So, what are the three best questions to
ask your prospect before closing?

What are the three best questions to ask your prospect before closing?

Question #1.

“Are you okay with …?”

Prospects need to realize the penalty for not taking action. They prefer not to think about the penalty. Instead, they resist change and hope they don’t have to take a chance to do something new.

We can tactfully remind our prospects that their “non-action” can make them unhappy. How?

This simple question:

“Are you okay with …?”

Here are some examples:

“Are you okay with 40 years of hard labor to help your boss be rich?”

“Are you okay with five days of every week being taken from you?”

“Are you okay with waking up early to work hard for someone else?”

“Are you okay with taking orders from someone else for 40 years?”

“Are you okay with someone else telling you how much money you can earn?”

“Are you okay with only a few weeks holiday every year?”

“Are you okay with giving up your freedom to do work that you don’t enjoy?”

“Are you okay with working in a job that you have no passion for?”

“Are you okay with giving up your dreams to work on your boss’ dreams?”

“Are you okay with begging someone else for a raise?”

“Are you okay with only limited time to travel?”

This question should be asked earlier in the presentation, long before the actual close.

Question #2.

“What would happen if …?”

Prospects also need to see in their minds the benefits of your offer. But instead of you putting the benefits in your prospects’ minds, why not make that vision in their mind more powerful by having them put their own version in their minds?

We can get our prospects to sell themselves and see the benefits of our offer with this simple question:

“What would happen if …?”

Here are some examples:

“What would happen if you didn’t have to wake up every morning to go to work?”

“What would happen if you had more holiday time with the family?”

“What would happen if you didn’t have to spend hours commuting every week?”

“What would happen if you had an extra paycheck every month?”

“What would happen if you could retire next year?”

“What would happen if you had a bigger paycheck for your family?”

“What would happen if you could take a five-star vacation with the kids?”

“What would happen if you had more time to work on your own dream?”

Again, this question should be asked earlier in the presentation, long before the actual close.

Let your prospects sell themselves.

Question #3.

“So what is important about _________ for you?”

Prospects do things for their own reasons, not our reasons. And let’s face it, prospects think differently than we do. In most cases, we own a business, they have a job.

We don’t know how or why they may be interested in our products or business. We have to find out that information so we can close later more effectively. Here is the question that gets information about our prospects’ motivations.

“So what is important about _________ for you?”

Just fill in the blanks.

“So what is important about having a part-time business for you?”

“So what is important about having an extra paycheck for you?”

“So what is important about staying home for you?”

“So what is important about having more free time for you?”

“So what is important about losing weight for you?”

“So what is important about saving money for you?”

“So what is important about being your own boss for you?”

And now we will be talking about what the prospect really wants to talk about.

Another way to say this is:

“So why is it important to you to have a part-time business?”

“So why is it important to you to have an extra paycheck?”

“So why is it important to you to work out of your home?”

Find which question seems more natural for you, so you can remind your prospect at closing why it is important that they move forward now.

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