In this series "Five Questions to Help You Close the Deal", the second question to ask at the presentation to your potential client is so simple many people just fail to ask it:
“Do you have any questions so far?"
How many times do you think your potential clients are just waiting for you to STOP TALKING so they can ask a question. They may feel like a child in school, wanting to raise their hand to ask a question, but are a little insecure and very polite. They don't want to interrupt! They may be hoping you will take a breath from your monologue, and they will squeeze in that question before they forget what it was they wanted to ask or you start talking again.
“Do you have any questions so far?"
This is absolutely one of the best questions to ask, and it’s also one of the least used. This question is inviting your prospect into the conversation and can be used more than once. Ask the question and then pause. And breathe. Don't be in a rush to dive back into your presentation. Give them time to respond before you go on.
You might be surprised at the questions you do get, and each question (if you listen closely) might reveal something to you about your client - even what your prospect is thinking! Remember that one reason we may fail to gain the client and close the sale is not that we don't give the right answers. Instead, it is that we don't ask enough questions. So why not start asking this question - more than once in your next sales presentation:
"Do you have any questions so far?"
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