"Closing Questions" Great Salespeople Ask

In this session, you'll delve into the techniques that can transform you from merely understanding the sales process to actively managing and influencing it in your favor. It's time to take control and ensure those deals cross the finish line. This section introduces a fundamental strategy - "closing motion questions."

Understanding the Sales Landscape

Before diving into the specifics of closing motion questions, it's essential to grasp the broader picture. As a sales rep, you often find yourself in one of three scenarios as you approach the end of a fiscal period:

• No Chance of Closing: In some cases, closing a deal within the current fiscal period is impossible. It's a no-go, and the deal needs to be moved to the next forecast.
• Tight Timing: Many deals hang in the balance, with uncertainty about whether they'll close on time. This is the majority of deals you'll encounter as you approach quarter or fiscal period ends.
• Good Timing: Sometimes, everything aligns perfectly, and closing the deal seems highly likely. However, remember, no deal is risk-free until the ink dries and the money's in the bank.

Now, let's focus on the two situations where closing motion questions come into play - when timing is tight or when timing looks favorable.

Closing Motion Questions: Timing is Tight

When you're dealing with a situation where timing is possible but tight, the key question to ask is:

"Can I ask you a question that you can kick me in the teeth on? What conditions would have to be true for us to move forward with an agreement by [X date]?"

Notice the softening language used before the question. It's crucial to approach this situation with tact and social intelligence. You want to convey your desire to close the deal while respecting the timeline constraints.

Closing Motion Questions: Timing is Favorable

When the stars align, and the timing looks very promising, you need to adapt your approach. In this case, you should ask:

"Sounds like we're poised to move forward within [X time frame]. What would derail us from getting this done?"

This question acknowledges the positive momentum while seeking to uncover any potential obstacles. It sets the stage for managing the deal effectively.

The Power of Silence

Regardless of which closing motion question you use, there's a critical element to remember - silence. After posing the question, refrain from immediately filling the silence with additional words or sentences. Instead, let your customer respond at their own pace.

Silence can be a powerful tool in sales. It gives your customer the space to provide the information you need to either drive the deal forward or navigate potential roadblocks successfully.

To explore these closing motion questions in more detail and discover how they fit into the broader context of mastering sales, watch the full session. It's a valuable resource for sales reps looking to enhance their closing skills and influence the sales process effectively.

Further Reading

For additional insights into closing sales and mastering the art of asking the right questions, check out these external references:

• The Psychology of Closing Sales
• Effective Sales Negotiation Techniques
• Influencing the Buyer's Journey

As you continue on your journey to becoming a masterful sales rep, remember that your ability to ask the right questions and manage the sales process can make all the difference. Embrace these techniques, and watch your closing rates soar.