Paul Castain's Blog

Asking For The Business WITHOUT Being Cheesy or Gimmicky

Posted August 31, 2019

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.

That’s it;

No need for cheesy, gimmicky “closes”;

Just a simple way to ask for the business!

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