I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet.
What should she have done?
What would you have done?
The proper technique here was to 1) Answer the question, 2) Get buy in that this was what the prospect was looking for, and then 3) Either ask for the order OR use a trial close to see if she was getting close to closing the sale.
What did happen, however, is something I hear way too much: Either sales reps pause after answering a buying question, thus waiting for more questions, or they keep talking and pitching—technically known as “talking past the close.”
If you find yourself answering buying questions and then either remaining quiet or find yourself nervously talking, then use any of the following technique:
“Is that what you were hoping/looking for?”
[If Yes]
“Great. Does this then sound like what you’re looking for?”
[If Yes again]
“Great! Then let me show you how easy it is to take advantage of our solution…”
Now direct them to the signup paperwork, online form, or whatever you use to sign new clients up.
This technique of confirming your answer after answering a buying question, and then using either a trial close or a straight out “call to action” is what separates top sales reps from all the others.
Remember: You are the one directing the sale and that means asking for the deal at the right moment—which is often at the end of a buying question.
If you or your team wants to get better at closing more sales, then get better at the fundamentals. And that means training.
Two quick ways to do that are to either invest in my latest book, Power Phone Scripts, or enroll your team in my next online, 7-week training.
Either way, you’ll learn valuable training skills that will make the difference between your making your monthly numbers or missing them and wondering why…
Need More Proven Responses to the Selling Situations You Face Every Day?
Join Our Next Training:
If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.
Who Should Attend?
Any sales reps dealing with the following issues:
- Reps struggling with call reluctance
- Getting screened out by the gatekeeper
- Overcoming blow off objections like, “Just email me something”
- Identifying decision makers
- Qualifying prospects
- Setting call back appointments that stick
- Giving successful presentations and dealing with objections
- Staying motivated