How To Answer The Prospects Questions And Trial Close

By Jim Klein

When a prospect begins asking questions, the last thing you want to do is answer the question with a yes or no.

When a prospect asks me a question I answer with a question or ask a question at the end of my answer. This establishes two key objectives of selling:

1. I'm in control.
2. I might be able to close the sales now.

If you answer the question with a yes or no you may be passing up the sale.

If you remember back to lesson 1, when a prospect asks a question it's often a buying signal. As a salesperson your skills are being tested when a prospect asks a question or shows interest in your product or service.

The first response you naturally want to give to any question is a yes, no or some other response which anwers their question.

However, that answer will always be wrong because by answering yes or no you are in fact prolonging the sale.

Use the Prospects Question to Confirm the Sale

Once the prospect gives you a buying signal in the form of a question, answer it with a question that confirms the prospect wants to buy.

Here are some examples of this type of trial close called the porcupine close:

Question: Do you have this model in stock?
Answer: Do you need a quick delivery?

Question: Does it come in green?
Answer: Would you like it in green?

Question: How much money do I need to put down?
Answer: How much would you like to put down?

Question: How many copies is this machine rated for per month?
Answer: How many copies do you make per month?

You can also answer the prospects question and continue on with a different trial close. For example:

Question: Do you have a list of references?
Answer: Here's the list. If our references are satisfactory when can I expect your order?

When the prospect is asking questions and nodding along with every statement you make, now is the time to test the waters so to speak and try another trial close.

The first one is the alternate advance. This close involves giving the prospect two choices. No matter which option the prospect chooses the sales moves forward.

For Example:

Mr. Jones, When did you want us to deliver these, on the 5th or the 8th?

or

Sally, Would you like the blue or the green one?

Either choice and the prospect owns what you're selling. If they're uncertain at this point they'll raise an objection.

You're probably wondering if there's a secret to forming the questions and delivering them properly?

Yes there is, Practice!

The prospect is showing you signs their ready to buy, now it's time to move in for the kill, I mean close. But how do you ask for the sale?

I'll get in to that in the next lesson.

Make It A GREAT Day!

I'll see you next week...