5 Closing Questions You Must Be Asking

Updated: April 08, 2011

All of these questions are crucial to ask during the close, and after you read them I encourage you to put these into your closing scripts and outlines. They will give you the feedback you'll need (and don't get because you're not in front of your prospect) to close the sale. To get the most benefit from them, begin using them today:

#1 After giving any part of your presentation, you should ask, "Are you with me so far?" You can vary this with, "How does that sound?" Or, "Do you see what I mean?" and, "Does that make sense?"

Always listen carefully to not only what they say, but to how they say it. And always allow a few seconds after they respond to give them time to add something else.

#2 Any time you give a benefit, ask, "How would you use that?" or, "Could you use that?" Or, "Would that work for you?" Or, "Would that be of benefit in your situation?"

Again, LISTEN to what and how they respond...

#3 Another good question to ask throughout your presentation is, "Do you have any questions so far?"

This is one of the best questions to ask, and it's also one of the least used. You'd be amazed by the kinds of questions you'll get, and each one reveals what your prospect is thinking. You must use this question often!

#4 Trial closes are always good - "Does this seem to be the kind of solution you are looking for?" or, "How is this sounding so far?" or, with a smile in your voice, "Am I getting close to having a new client yet?"

Even though that sounds cheesy, you'd be amazed by how it will often break the ice and get your prospect to lower his/her guard.

#5 When you're done with your presentation, always ask, "What haven't I covered yet that is important to you?"

This is a great way to end your presentation, because if they tell you they don't have any questions, then you get to ask for the order! If they do have questions, you answer them and then ask for the order!

Featured Research
  • The New 2017 Contact Center Comparison Guide

    We’ve put together a comparison guide that covers over 40 of the top call center software options, providing details on pricing, features, support, and integrations. If you want to save time and still make a great investment, this guide is a must read. more

  • Phone Systems Comparison Guide: VoIP for Small to Midsize Businesses

    It was a painstaking process, but to help B2B companies start 2017 off on the right foot, we recently compiled a comparative list of the top 43 small to midsize business phone vendors. more

  • 16 Mistakes to Avoid When Buying a Phone System

    Purchasing a phone system for your business is a major investment. With the average business changing phone systems only once every seven years, it’s important to make the right decision. more

  • 2017 Video Conferencing Trends

    New advancements are also making video more beneficial to a greater range of business areas including marketing, HR, and internal operations. Many solutions are economical, easy to use, and very effective at making communication more personal. more

  • [Infographic] Top 11 VoIP Vendors

    A good VoIP provider will offer additional benefits as well, but many first-time buyers find assessing each option to be difficult. Nevertheless, this is an important step in the buying process because a substandard provider can easily waste both your time and money. more