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Closing the Sale - The Best Question to Ask to Find Out Where You Are in the Sales Cycle
By: Michael McMeekin

Copyright (c) 2010 Michael McMeekin

The reason most sales person forecast's do not turn into orders is a simple one - lack of proper qualification! We have looked at tips, techniques and many people offering us the secret sauce to success however the key to success is in the right qualification.

How do you qualify properly so that you know you have a great chance of success? We will cover the key items to cover and also the one question that will give you a view of where you are in your prospects eye.

Qualification should be viewed from both the prospects and your shoes. During the course of the sales discussion which might have started several meetings ago you find out if they have a real need or issue.

If you have managed to unearth a real issue that they need or resolve you must find out if they are committed to resolving it. A lot of sales people find an issue but also find down the sales process that the prospect is not committed to solving the issue. They have found the compelling reason why the prospect should solve the issue.

Once you manage to find the compelling reason you have got to find out timescales and budgets. Again these could be stoppers later in the sale if not answered now.

Along side the qualification of finding the real need, timescales and budgets you have got to be speaking to the right person. Find out their buying process and criteria; ask them so that they tell you how it will work and how they will come to make a decision.

You have the need, understand the timescales, aware of the budgets, you are speaking to the right person to make a decision and you have a solution for them that you can deliver you think you are just about there and you can see the sales winning post.

Stop! Have you given them a reason why they should buy off you? Take a look at the sales from the prospects point of view. Will you solve their issue or deliver to their need and can you deliver?

You get to the final meeting all your ducks are lined up and you are near the winning post just a small way to go! Here is the one question that will really tell you where you are in the sales process and get you closer to the sale.

Ask this question "Is there anything you have seen or heard from us that will stop you doing business with us"

The answer will tell you how far away you are from the winning post.

The two answers are 'Yes' or 'No'. If you get a no you can close the sale knowing you have everything covered. If you get a yes it is not the end of the race just ask him what areas of concern he has in doing business with you.

You fill find out his concerns and then requalify him overcome his objections and close the sale.

The question will give you a great feeling when you get a No as an answer!

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Arrow Sales help individuals and companies improve their sales skills and increase their sales figures through common sense and hardwork Over the years we have had some great success. For a few of our recent successes see our results page on our website. You have our guarantee we will help you increase your sales - for more information take a look at www.arrowsales.co.uk

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