Our recent post about closing techniques prompted an interesting and thought-provoking response from a reader.
We thought many of you would enjoy the exchange.
Okay - so this guy is on track but it could be done better. Asking, "Have I proven to you that we have what you want to buy," is a yes or no question. I want a "yes," or "yes if you....." response.
Should I ask, "What would have to happen for you to move forward with us today?" This is very tasteful and will get a response, and usually, this question gets one of two responses: 1. You get the sale, or 2. You get the objection, if one exists. It also forces them to present the REAL objection so you can answer it and close the deal.