The use of questions in closing sales

Closing sales is a widely discussed topic in the business world and much has been written about it, emphasizing the importance of closing the sale to make a profit and ensure that revenue reaches your bank account.

However, closing a sale successfully is not just about mastering closing techniques, it's about developing sales skills that allow you to build strong relationships with your customers and ask relevant questions that lead them to action.

Avoid manipulative techniques

In the past, closing sales used to be thought of as being achieved through manipulation and pressure to make quick decisions. However, this mindset has evolved and it is now recognized that the manipulation approach is neither professional nor effective in the long run. Customers are wary of outdated sales tactics and prefer to establish genuine relationships with salespeople.

Contemporary sales experts define closing sales as a simple process that involves establishing rapport with the customer, asking pertinent questions and presenting a specific question that confirms the sale. The key to achieving this is to remain silent after asking the question, allowing the customer to come to a conclusion of their own and feel a deep need or desire to act.

The importance of asking questions

The importance of asking the right questions in the sales process cannot be underestimated. Often, salespeople focus on describing their business, product or service, without giving enough space for the customer to express their needs and wants. By asking relevant questions, you can better understand the customer's motivations and demonstrate a genuine interest in helping them achieve their goals.

It is interesting to note that as we get older, we tend to ask fewer questions in our daily lives. Unlike our childhood, where we were curious and questioned everything, adults often avoid asking questions for fear of appearing ignorant or believing that we already know everything. However, asking questions is a valuable skill that can make all the difference in your sales success.

Consider the example of a health coach meeting with a potential client interested in losing weight. Instead of simply talking about the coaching service, the coach can ask relevant questions, such as: What are your health and weight goals? How would you feel about achieving those goals? What lifestyle changes are you willing to make to achieve them? What obstacles might arise