Every salesperson has probably experienced a situation in which, during a meeting with a potential client, everything appears to be going well and moving toward a successful conclusion. At the same time, however, it is evident that the customer is hesitant to make a decision and accept the offer. Would you like to learn how to gently encourage the client so that the meeting is concluded, the offer is accepted, and you can begin to address the practical details of the sale? Then learn to use the following subtle questions for this purpose.
"Which option suits you better?“
According to a post on the SalesForce company blog, this question makes decision making easier for the customer. You aren't asking whether the client agrees to purchase the product, but which product they're going to buy. From a psychological perspective, this represents a significant difference for the customer.
"Which payment method would suit you best?“
If you've already resolved all the basic questions related to the product, you can subtly move on to questions concerning payment. This is a relatively elegant way to obtain confirmation from the customer that they are counting on closing the deal and that only the details remain to be finalized.
"When would you like to start/ when should we deliver the product?“
Depending on whether you are offering a service or a physical product, ask the client when they want to start using your product. Once you begin discussing delivery details, you have largely succeeded.
"Is there anything preventing you from starting today?“
This question is appropriate only once you have ensured that nothing is preventing the client from making an immediate decision and signing the contract. This means that they have the necessary funds, the product suits them, and no additional approval is required. When the client realizes that nothing is preventing them from making a decision, hopefully they will choose to proceed to closing the deal immediately.
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