Closing question
Posted: Sun Jan 19, 2025 7:05 am
This method differs from the previous one in that it is a little more verbose. After voicing the price, you should immediately ask a short, so-called closing question. Let's show it with some basic examples:
Ready to make your purchase now?
Will you buy?
Should I order the product for australia business email list you?
Should I make an appointment with you?
What are the advantages of the method? If the client is really ready to buy, the closing question will give him an additional incentive to close the deal. You will thus delicately and without coercion hurry the potential buyer to make the right decision.
The main drawback of the method is its ultimatum nature. The client is faced with a choice between two options: either yes or no. Objections may follow in response to this. And if the needs are not fully identified or as a result of a poor presentation of the product, the client will remain unsure that he needs the product. In this case, the closing question, put in the form of an ultimatum, will only worsen the consumer's attitude towards the seller. Especially since today people have learned to sense such manipulations and will subconsciously resist the pressure exerted.
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"Lead generation - what is it? Basic methods and how to manage them"
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Diversion from the topic
In this case, having announced the price, the seller changes the conversation and asks some neutral question.
Example:
— How much do your services cost?
— The cost of a full set of sales scripts, including their implementation and support, is 9,000 rubles. By the way, in what time frame do you plan to implement this solution?
It is clear that after the client has been provided with the information he has requested, his attention is immediately switched to another, neutral topic. The question asked no longer has an ultimatum character that would put a person before a tough choice. Therefore, a direct refusal from the client at this stage is excluded. The answer to a neutral question can provide additional information about the potential buyer, and will also allow one to assess his reaction to the announced amount.
Two-Option Method
In this case, answering the client’s question about the price must be done in several stages:
Step one (informing the client that there are two or more price options):
— Sergey, we provide our sales script package in two tariffs.
Step two (describe the first option, then move on to the next step):
— In the first case, scripts are developed individually according to your requirements. This product undergoes thorough testing and is transferred to you in a finished form. You, in turn, as a manager, will be able to implement this tool in your department. The cost of the tariff is 9,000 rubles.
Step three (description of the second option and announcement of the cost):
— In the second case, similar to the first option, scripts are developed specifically for your business, but in addition, full training of your employees is provided. At the same time, we analyze the most difficult moments in the work, providing your managers with feedback. Such a set costs 19,900 rubles.
Step four (offering to choose the most convenient option for the client):
Ready to make your purchase now?
Will you buy?
Should I order the product for australia business email list you?
Should I make an appointment with you?
What are the advantages of the method? If the client is really ready to buy, the closing question will give him an additional incentive to close the deal. You will thus delicately and without coercion hurry the potential buyer to make the right decision.
The main drawback of the method is its ultimatum nature. The client is faced with a choice between two options: either yes or no. Objections may follow in response to this. And if the needs are not fully identified or as a result of a poor presentation of the product, the client will remain unsure that he needs the product. In this case, the closing question, put in the form of an ultimatum, will only worsen the consumer's attitude towards the seller. Especially since today people have learned to sense such manipulations and will subconsciously resist the pressure exerted.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
Diversion from the topic
In this case, having announced the price, the seller changes the conversation and asks some neutral question.
Example:
— How much do your services cost?
— The cost of a full set of sales scripts, including their implementation and support, is 9,000 rubles. By the way, in what time frame do you plan to implement this solution?
It is clear that after the client has been provided with the information he has requested, his attention is immediately switched to another, neutral topic. The question asked no longer has an ultimatum character that would put a person before a tough choice. Therefore, a direct refusal from the client at this stage is excluded. The answer to a neutral question can provide additional information about the potential buyer, and will also allow one to assess his reaction to the announced amount.
Two-Option Method
In this case, answering the client’s question about the price must be done in several stages:
Step one (informing the client that there are two or more price options):
— Sergey, we provide our sales script package in two tariffs.
Step two (describe the first option, then move on to the next step):
— In the first case, scripts are developed individually according to your requirements. This product undergoes thorough testing and is transferred to you in a finished form. You, in turn, as a manager, will be able to implement this tool in your department. The cost of the tariff is 9,000 rubles.
Step three (description of the second option and announcement of the cost):
— In the second case, similar to the first option, scripts are developed specifically for your business, but in addition, full training of your employees is provided. At the same time, we analyze the most difficult moments in the work, providing your managers with feedback. Such a set costs 19,900 rubles.
Step four (offering to choose the most convenient option for the client):