How to Get the Client to Talk So You Can Close

It’s essential to keep control of every selling situation. Too many salespeople learn this lesson the hard way—for some it takes more than once. You keep control by asking questions that steer the conversation/presentation in the direction you want it to go.

If a potential client hesitates, stalls or objects to something during your sales process, use these words with sincere concern, “Obviously, you have a reason for saying that, Jim. Would you mind sharing it with me?” You’ll be pleasantly surprised by what you hear next.

Most people will tell you exactly what’s bothering them about making the decision. At the very least, you’ll hear more about their primary objection to your offering. Then, you’ll have something to move forward with whether it’s handling money issues, clarifying a point of knowledge about your product or expanding additional benefits of ownership.

Always remember, asking questions allows you to guide the client along the decision-making path. They’re not pushy or invasive. You’re simply doing your job as an expert advisor to help them determine which, if any, of your products best suit their needs.

You may encounter a few detours along the way, but you will still be in the leading position rather than in the pushing position. Being pushy in sales, just doesn’t cut it.

– Tom