Sometimes you don’t need questions or anything else to get the deal. The client just says: “Ok. Let’s do it!” But not all customers are that clear. Some of them you will have to help. And again, questions are the best and easiest way to get your deal.
Which questions you prefer in this phase depends on how courageous and secure you are. Here are different levels that bring you nearer to the goal.
If you are still unsure and can’t say if your client is convinced, but you talked everything through already, speak “as if”: “When can we plan the delivery?” or “Who will participate in the technical introduction?” If your customer joins the game and starts to plan as well, you are a couple of steps ahead.
You are almost sure? You noticed buying signals? But are you afraid that a little something is missing? Speak about it: “What else do you need for us to agree on the deal?” Very often the answer to this question will be: “Nothing. It’s all clear for me.” Bingo! But if the client still has a demand, you can talk about it now and this way get rid of the last obstacle. Build for the future by asking: “And if we solved this problem do we get a deal?” That way you secure your closure for later.
And if you are naturally courageous or very sure that the client is convinced, ask straight away: “Do we have a deal?” Even customers that have actually decided sometimes need this direct question. Because even if everything is clear, an inner conflict remains. The confirmation means that they cannot go back. That’s why they hesitate in the last moment. But with your direct question you pull the client out of their buying conflict.
In general I have the opinion that the closure gets prepared from the beginning of the sales process. The better you control it, the easier it gets at the and. But sometimes it needs this last “kick in the butt” to secure the deal.
More tips and questions you can find in my German book “Selling and persuading with questions” - but you know that already ;-).