3 Keys to Asking a Closing Question 

Everyone has their ideas of the best way to ask a closing question. But one thing that every expert agrees with is that if you don't ask for the sale, you're not going to get it. So the first key is to never make a presentation without asking for the sale.at least once.

The second key is to ask questions that never give the prospect the option of saying "No". There are two techniques that you can use.

The first technique is the "Alternate of Choice Question":

• "Do you prefer package A or B?"
• "What delivery date would be better for you, this Friday or next Monday?"
•  "Would this be cash or credit card?"

The second technique is to ask a "Who, What, When, or Where, question":

• "When do you need delivery by?"
•  "Who will be our contact for service?"
•  "What features do we need to include for you?"
• "Where will we be setting the product up at?"

The objective of these types of questions is to assume the sale and ask questions that the prospect need to answer after they have decided to buy.

The third key to asking a closing question is to SHUT UP! Yes, after you ask a closing question do not speak until the prospect has spoken. No matter what they say, there are only three outcomes. One, they answer your question which means you have the sale. Two, they inform you they are not ready to make that decision yet, so you need to go back to your presentation process. And the third outcome is that they give you an objection they have. This requires you to answer their objection, confirm that you have satisfied their concerns and ask another closing question.

Don't be pushy when you ask the closing question but ask in a sincere friendly but confident manner. 

Dale Richardson
Certified Guerrilla Marketing Coach
1GuerrillaMarketingCoach.com