The Importance of Asking 'Yes' Questions - Closing The Sale Tip - Part 2

I've been to many sales meetings and have witnessed some great sales people apply the yes question strategy. Once I understood the importance of applying this strategy and how to do it I was able to close with more clients myself.

It goes like this:

The first step is to be fully focused on your clients needs. Understand what it is exactly your client is looking for and what specific solution they are seeking. Once you have uncovered the problems - you can now offer your solution.

Brian Tracy recommends that when you are sliding into closing the sale - you want to get your prospect in a "yes mood". Studies have shown that when prospects get into a "no mood" - the "no" has a tremendous impact on their decision, even if they liked your product or service. Therefore you want to ask "yes questions" when you are sliding into closing the sale.

For example: (after understanding the clients problems) "Mr Client - it seems from what you've told me that you need increased sales...is that correct? - (Mr clients says: yes) and you also mentioned that you would like to increase the quality of your business leads....? etc..

The goal is to ask simple simple questions.

Why?

1) You don't want to complicate the closing process

2) You want to get your prospect in a yes mood!

All the best

Hillel Porath

Related Articles:

How To Deal With Price Resistance + Script

How To Deal With Price Resistence by Using Testimonials + Sample