Do Ya Wanna Buy?

Prospects Need Your Help To Make Decision

Asking the prospects to purchase your product/business opportunity is the ultimate question in your sales conversation. To successfully close a deal, you have to invite the prospect to buy several times during the sales process. Other than low ticket retail purchases, prospects tend to avoid saying “OK, I will buy it” on their own initiative. They have to be coaxed to make this commitment.

Closing a sales process is a simple process. All that is required is to learn a few closing questions and then practice them until you are a master closer. The key communication principle is to allow the prospect option within the interaction.

Simple Closing Questions

A simple sequence of three closing scripts is useful to close a sale for most product, services or business opportunities.

1. Do you feel this product would be of benefit or be enjoy by people?
The response will be some form of yes, no or maybe.
A “yes” means the prospect sees the merits of people owning the product and is likely to be considering the idea of owing it. This signals to the seller that it is OK to move forward.

A “maybe” means the prospect is thinking about issues or features of the product that may not fit his/her immediate need/profile. The seller must discover if the prospect does not understand some aspect of the product or service, and then answer these questions or objections with the proper information before moving forward.

A “no” means that the prospect does not like the product and sees no personal application. The way to move forward is to thank the prospect and ask for referral who might be interested in your product; you may also try to refer the prospect to other vendor who might better meet his/her needs, thereby doing a friendly deed that will come back to you. What goes around comes around.

2. Do you think that this product would be beneficial to your life?
With this question, you are getting a little more familiar with your prospect, and are seeking to build on his/her general interest and turn it onto his/her commitment.

If you get a “yes”, then the prospect feels the product will not only benefit people in general, but will also directly benefit his/her life. Then you should go to the closing question directly.

If you receive a “maybe” response, you need to help the prospect overcome any final reasons for concern.

If the response is “no”, invite him/her to stay on your email list so that he/she may be keep informed of your offer.

3. Would you like to fill out the paper work so that you can begin using the product?

Using these three semi-open –ended closing questions will allow you to direct the conversation toward a conclusion to your business. As a seller, you remain in control of the professional task of selling, while respecting the prospect’s time and integrity.