Close Every Customer By Asking This Powerful Question
Close Every Customer By Asking This Powerful Question.
Steli absolutely nails it in this article. I’ve been using this technique for years and it absolutely works.
I was out training one of our new people the other day and described it as the “time-travel” close.
When the prospect asks you after a successful meeting to send them some information, I always ask the following two questions:
1) “Absolutely, Sean – what kind of information would you need to help you (and your team, if applicable) come to a decision?”
and most importantly:
2) “Sean – let’s say that I sent you all that, you reviewed it and loved it – what would happen next?”
That second part is critical – and I’ve seen very few salespeople use it effectively. You can literally cut multiple steps out of your follow-up process by using this simple technique.
Click the source link to Steli’s article and see his take on this tactic. What do you think? Can you figure out a way to use this in your business?