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Ask Better Questions To Close More Sales

Closing Tips

Act like a lawyer.  Ask leading questions.  Get the answers you want.  Avoid the answers you don’t want.

To illustrate, let’s look at some bad questions:

  • Do you like this car?
  • Can you afford this car?
  • Would you be interested in the warranty?
  • Wanna take it for a test-drive?

In each case, a simple “no” is all someone has to say to escape the burden of buying.

Now, some better questions:

  • It’s a beautiful car, isn’t it?
  • When would you like to drive this outta here?
  • Of the three warranties we discussed, which would you like?
  • How would you like to purchase – lease or buy it outright?

See the difference?  With these, there are no surprises.  You get the answers you want – answers that’ll move the sale forward.

If you practice such leading questions, commit them to memory, and use ’em when selling, no doubt your closing percentage will improve.

Cory Johnson: likes bumping #OnRepeat through the Bang & Olufsen sound system in his naturally aspirated V10; post-workout pumps; curvy women; Will Ferrell; Dave Chappelle; and your mom’s potato salad. He hates awkward handshakes. But who cares? Let’s talk about you.