Closing Questions for Agreement Gaining

Questions to use - Questions to avoid

What closing questions should you use to gain agreement?

You know the sales questions you ask to gain agreement to a summary, check understanding, and to close sales or gain agreement to the next step of your sales process. Have you consciously chosen the types of questions and the words you will use?

The Closing Questions You Are Asking Now Could Be Working Against You

If you're not familiar with the Questioning Funnel to discover needs, view it here: Sales Questioning Funnel

But what about the questions you use to gain agreement?

Should they be open questions that give the prospect free reign to give an open reply, or should they be a closed question that leads to a yes or no answer.

Closed Questions

Closing Questions asking for agreement, such as after a summary of their needs, can be closed.

For example: Is that everything about your requirements?

But this type of question will get a yes or no answer. For the prospect to give anything other means they are going outside the protocols of this type of question.

There may be something more they were going to add, but your question guided them to a yes or no answer. Unless they are a particularly strong natured person, or the additions they are going to make are extremely important to them, you are likely to get a yes or now response.

And it's easy for them to say no. Not too bad at this stage of the sale, but if you were asking for agreement as part of the closing stage of the sales process you will not want to give them such an easy get out.

Open Questions

What happens if you ask an open question to gain agreement?

You get a much wider answer and more information that may be important as you put together your quote, presentation or proposal.

If you ask: Tell me if I've missed anything.

You will get exactly what you have asked for, anything the prospect thinks needs adding to the list of requirements they want from the product or service they are considering buying.

Make Small Regular Improvements to Your Sales Conversations