How do you ask a prospect for their business WITHOUT sounding like you lifted a phrase from the “Closing Phrases For Dummies” manual?
I came across a technique that I’ve been using for about 15+ years and it works like a charm!
Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the book S.P.I.N. Selling.
The “N” in S.P.I.N. stands for Need-Payoff and its about to become your new best friend.
Here’s how the tactic works;
When you get to the point where you’ve done a thorough needs analysis, presented your solutions, and want to ask for the business, ask something like this;
“(Name of Prospect) How do you see the ideas/solutions I’ve shared with you addressing (name the challenges/opportunities they shared with you)?”
Now shut up and let them answer!
If they answer in the affirmative, they’ve closed them self. Congrats!
If they answer in a way that shows they haven’t bought in, congrats again!
Why? Because you’ve just been given a wonderful gift.
An opportunity to ask more questions, clarify misunderstandings, provide additional “evidence” etc.
No need for cheesy, gimmicky “closes”;
Just a simple way to ask for the business!