As with any relationship or business, the tone of the conversation is as important as any of the words that we say.
Our job is to provide as much information as we can, so that people can make informed decisions about if a product or business is a good fit for them or not. The decision is ultimately up to them. We don’t want to be manipulative or coercive towards anyone who buys our products or who joins us as a business partner.
We want their motivations to be personal to them and for the process to be something they deeply want to be a part of. We’re not here to “close” anybody against their will. A respectful and reciprocal relationship is so crucial to establish. It is what our whole business is based on. We need to determine what people’s goals, dreams, and “why’s” are, so that we are helping them in getting where they want to go and achieving what they want to achieve.
Creating a partnership and camaraderie from the very beginning goes such a long way.
Sure the “close” is important, but if you don’t get off on the right foot, the close will be that much harder. But once you have established this trusting relationship, you have shared all you need to share, and you have answered all of their questions and concerns, what are the best and most important closing questions?
Closing Question #1: On a scale from 1 to 10, with ten being “I’m ready to get started right now – let’s go!” And one being “I have zero interest”, where are you right now?
If someone responds with a “3”, for example, ask them what are the things that they have found to be positive. What kept them from responding with a “0” or a “1”? You also want to find out what some of their roadblocks are. The number isn’t as important as what the thoughts are behind the number. Someone may ask, “What will it take to get you to a “4”? But that’s not really what we are after. You want to acknowledge where they are at and celebrate the positives that they have found, while learning what is truly holding them back.
This scale is also effective when used during a conversation or in the middle of a presentation to determine where your audience is at. Once they have shared their number with you, you can regroup and take another approach or continue on the same track. It’s always a good idea to check-in with whomever you are speaking with. It’s easy to get excited in telling your story, but you want to make sure that they are on the journey with you.
Closing Question #2: “It seems like product /opportunity is a good fit for you, what do you think?”
I have found it really helpful to make positive, assumptive statements throughout conversations and presentations. I might ask people if they can see why I’m so excited or if they can understand why I think the product or business is such a perfect fit for them. These positive statements help to get prospects excited and enthusiastic about the opportunity.
Secondly, this question automatically makes your prospect think of all the reasons they’re interested in buying or joining your team. Because you end by asking their opinion, it sounds genuine rather than self-serving. If they respond with something like, “Yeah, I think it could really help us with X,” you’ve got the perfect segue into “Great! Are you ready for me to share with you how most people get started?”
This sends their mind on a positive quest on how and why this is so good for them. It lets them sell themselves and “buy-in” on their own terms. If they have a series of objections or concerns, you’ll want to use the next question.
Closing Question #3: If we could find a way to satisfactorily deal with (insert objection), would you be ready to get started?
Make it conversational. Listen to their concerns and empathize with them. Dig into the details to determine the root of their concerns. There may be some confusion or misunderstanding that you can address or clarify. Understand where they are coming from, make it personal, and share similar experiences with positive outcomes.
Be sure to listen to their answer and respond with a “feel/felt/found” statement. For example, you could share that “Most of the people that I work with feel or felt the same way, however, in working with them, they have found that ___________”, and then respond with a solution to their concern. Making this personal connection makes all the difference.
Finally, once a question has been asked and your prospect has followed-up with their answer, always end with “Are you ready for me to show you how most people get started?” This will end “the close” and moves the conversation to a discussion of partnership and next steps. Remember that it is easier said than done, but when you lead with your passions and heart and remain positive throughout the conversation or presentation, a lot of the work is already done for you.
