“Assess the situation” step 4 for closing like a pro

Step 4: Assess the Situation
Don’t be afraid to ask questions, and always assess the situation so that you know how your customer is feeling. You need to know what they like and dislike about what you’ve told them. If they bring up a negative, don’t steer away from it; try to address their concerns. Remember, you’re not closing the sale at this time, just assessing the situation to see how you should progress with the conversation. Here are a few sample questions you can ask.

• Do you have any concerns that haven’t been addressed?

• Do you understand how our services can meet your needs?

• How do you feel about the information I’ve shared with you?

NOTE: It’s important you don’t let these questions lead to additional lengthy conversations. Keep your answers clear and concise. If you throw too many questions or options at the customer, you will kill the sale!

You should ask these questions in a very casual way so that it doesn’t look like you are just asking for the sale. You can mix them in throughout your sales pitch. This will also help you discern how serious the customer is about signing up for a new product. It’s essential you address any and all concerns if you plan to close the sale.

This is the fourth step in a series of 6
The 1st step “Appreciation”
The 2nd step “Stay Calm”
The 3rd step “Remain Personable”

Check back tomorrow for more steps, and download our PDF whitepaper “Expert tips: closing like a pro” for more helpful information on working internet leads.

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