Have you completed the sales process, however the customers still are not buying, even when you are saving them money? And, to make matters worse, you don’t know why because you don’t know their real objection of what is holding them back? Perhaps you need to ask better questions to close the sale.
The Best Trial Close Question to Close a Sale
Closing a sale should be a logical conclusion to your selling process. However, if at the end of the process your customers do not see value in your solution, they will not buy, no matter what the price! You could even be saving them money and they still won't move forward.
To help with this, change the question you ask after you finish your presentation. One of the best questions to close the sale is, 'Mr. Customer, in your opinion, is this proposal the right solution for your organization today?'
If your prospect says yes, great! The customer sees the value of your recommendation. Pull out the contract!
However, if your prospect says no, or hums and haws, he is not yet convinced of the value of your solution. You may need to resell the benefits of your solution, or you may need to rework the solution itself. The prospect may also need to see further proof that you can do what you say you can do.
How to Handle Sales Objections
Sometimes a prospect will disguise his no with an objection like, “I don't have the budget.” Just take the objection out of the equation.
“Let’s assume you had the budget, Mr. Customer. Then, in your opinion do you feel that this is the right solution for your organization?”
Still didn’t get a yes? Then you have not revealed the true objection.
However, if the prospect says something like, 'Yes, it is the right solution. But I really don't have the budget!', now you know what is really stalling the sale.
How to Validate Your Buyers and Close More Sales Faster
When your customer repeats the same objection twice like this, then you know you have actually uncovered the true objection. And when you have uncovered the true objection, you can deal with it and you can start to move the sales process forward again.
Objections are Just Questions in Disguise
I go into great detail on this questioning technique to uncover a prospect’s true objections in my ebook, Action Plan For Sales Success – Not just what to do, but how to do it! More importantly, I also discuss how to control the time frame of a sale to minimize the occurrence of objections in the first place.
For more sales objection handling techniques, check out the B2B Sales Connections webinar video-on-demand, “How to Handle Sales Objections“. We share tips on how salespeople can identify and overcome sales objections at each stage of the sales process.
The Right Questions to Close the Sale
Remember, sales objections are reasons why your customer is not buying today. They are normal. They are really just questions in disguise. Use the right questions to close your sale, and you will answer those questions and close more sales faster.
Go back over the prospects in your sales funnel and ask the 'Is this the right solution for your organization today?' question. If you don't get an immediate yes, then perhaps you may need to peel back more layers of your prospects' onion.
“… what I can tell anyone, is simply this – If you want to learn and understand sales, talk to Susan.”
Do you have a question about sales? You’re not alone. Most salespeople have questions like this on how they can sell more. For the right answers, check out my book, Ask the Sales Coach-Practical Answers to the Questions Sales People Ask Most.
For a free copy of our white paper How To Create Your Unique Value Proposition, visit the B2B Sales Connections Free Download Centre!