You’re there to sell something, but how can you come across as not selling and why is this important? It’s important because no one wants to feel like they’re being sold to. As soon as a person realizes they’re the subject of a sales pitch, human nature kicks in and they will instinctively shut you out. However, this relationship can be salvaged. If you know how to ask the right questions, at the right time, and in the correct tone, your prospects won’ feel like they’re being sold to. The result: more closed deals.
Being able to connect with a potential client by asking the right questions is the key to becoming a success sales rep.
Here are some persuasive words that a sales rep can use to get more deals to close…
Amazing. This word pulls on emotion and causes people to take action. It’s best to use it sparingly in describing things that merit excitement.
Example: Try this amazing new, faster, updated version of [fill in the blank].
Avoid. Help your customer better achieve their goals while protecting against a loss.
Example: Avoid a larger bill with your current hosting provider and save $500 a month with us.
Because. If a reason of why something needs to be done, they are more likely to respond the way you want them to.
Example: Excuse me, I have 5 pages. May I use the Xerox machine, because I’m in a rush?
First. Denotes exclusivity and grabs the potential clients attention. It introduces the element of surprise.
Example: I’d like to show you the latest product updates.
Fix. If you show your potential client you can fix the issues they face, you earn a their business and repeat business.
Free. Using zero decreases the price and increases the value.
I don’t know. Never mislead your potential client! They will know and won’t do business with you. By admitting you don’t know something builds trust with your potential client. The best way to admit, “I don’t know” is by directly saying it, then using the client’s unanswered question as a follow-up item.
Imagine. Customers who have a firm understanding of how they would implement your offer are more likely to buy. Paint a picture or draw out your proposal compared to what they have.
Now. Demonstrate the benefits prospects may receive if they buy your product or lease your software NOW. Be clear about the benefit now.
Example: How would this product help you or your business now?
Save. Frame an opportunity as a clear win for prospects and existing users.
Example: Sign up for your first month and get 10% off.
Simple. Depicts there’s a small (or non-existent) learning curve and low switching costs.
Unusual. Customers want to try something different and feel they have something that no one else is doing. Customers will also feel like innovating.
We. It’s important to get the customer to feel you both are on the same team. “We” puts the potential client/client in a team mindset.
10 closing phrases to help you close the deal:
#1. The assumptive close. Assumes the potential client has decided.
“When should we get started on implementation?”
“What delivery date would you like?”
“Which [package, tier, bundle] are you going with?”
#2. Ask for the sale.
“Is there any reason if I’m improving your overall health insurance (or whatever your selling) coverage, and keeping the price competitive, you wouldn’t want to get started now?”
“If I can (overcome objection), would you like to move forward?”
#3. Ask how they heard about your product/service. Reminds them of why they’re interested and why they’re meeting with you.
“How did you hear about us (product, brand)?”
#4. What are your must haves, could haves you require. This qualifies the prospect so you know what you need to do to close the deal.
“In order for you to move forward, what specs/features/services do you require”
#5. Find out who all the decision makers are and if they can join the meeting. This seems obvious. Granted, it’s NOT always possible but if you can, you will have a better chance of closing the deal if everyone is on the same page with the same information.
“Are you the only one that makes these decisions or do I need to also speak with someone else?”
#6. Find out which other services they’re evaluating. This allows you to find out the pros and cons of the other competitors to do a comparison of what you’re offering, what the benefits are and why your option is better. Sometimes they won’t offer the information but if you can get it, that’s great!
“What other services/products are you comparing us with?”
#7. Find out what the timeline is for making a decision. This will give you an idea of how long it may take to close the deal.
“When do you plan to (buy, change, etc.)? Is it in a couple of days, weeks, months or years?”
#8. What’s your budget:. You have a bigger chance of closing the deal if you can give them what they want and keep it in their budget.
“What’s your budget?”
“What can you afford?”
“What are you planning on spending?”
#9. When was the last time you made a purchasing decision for a solution like ours?
“When was the last time you purchased a solution like this?”
“Have you purchased a concept like this and if so, when?”
#10. What’s the reason you reached out to us. Asking this question you will get a few reasons on what you need to focus on to close the deal. It will also give you insight into what your best sources of Marketing are and where to put Marketing dollars in the future.
“I’m curious, what made you reach out to us/me?”
In summation, don’t be afraid to ask the right questions to get the deal. Figure out a road map of how and where you want to take the potential client/client. Ask the right questions to eliminate any red flags along the way. Guide your prospect and paint a picture or draw out what you’re trying to communicate. Uncover if they’re serious buyers and ask the question, “Have I met all of your needs, and is there any reason we can’t move forward?”
Questions or comments? Contact SPOTIO at firstname.lastname@example.org or comment below.
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