Are You Asking The closing Question?
by
Art Szobczak
Word Count: 462
"I've got a lot of prospects pending here as the year ends, but not a lot
closing. What should I do?"
Like many questions I get, that's extremely vague and requires a lot more
information before I could give a specific detailed answer. But it did get me
thinking about a possible reason, and remedy.
I call it the Cleansing Question. Let me set it up first.
What percent of the people in your follow-up file, at this very second, do you
feel will ever do business with you?
Sixty percent?
More?
Less?!
You're fairly typical if you answered 50% or less. It's not a good percentage,
but typical.
Why? Oh, there are several reasons. Reps like to hang on to prospects,
thinking that shred of interest might eventually turn into something. They're
right: Disappointment, and a waste of time, usually.
Others stake their claim to prospects, tattooing their name on the prospect's
record in the "system," just in case divine intervention comes into play and
the person decides to call up and order on their own. These reps then
usually pounce upon the order and say, "It's mine. See, has my name on it."
Ask the Cleansing Question
But, the main reason reps have too many "leads working" is that they don't
ask the tough questions early enough. You need to find out if the person
you're talking to is really a "player." It's always better to get a "no" early,
than to waste time, effort, paper, and postage chasing shadows that never
will materialize.
Here is what you need to do starting today.
Begin cleaning up your "non-prospect" prospects now. Ask this Cleansing
Question,
"Mr./Ms. Prospect, we've been talking for awhile now, and have agreed that
we'd be able to help you (fill in with how they would benefit.) I want to be
sure I'm not bothering you, or wasting your time or mine. Tell me, what is
the probability we'll be able to work together in the
next week/month/quarter?"
Think of the possible results here.
1. They say, "Zero probability." Great, now at least you can find out the real
problem. Or move them out. Movement, forward or out, is progress.
2. They give some other probability. Good, but not great. You want to ask
what you both need to do to move forward now.
 Get specifics.
 Commitments.
 Ask them to attach time
frames to the commitments.
 Don't allow them to continue
putting you off.
 Again, movement here is success.
3. You just might get the business right now. Perfect. Sometimes all it takes
is the nudge to get the boulder rolling down the mountain.
Do some end-of-year cleaning. Examine your follow-up files. Prepare you
own strategy and ask the Cleansing Question.
Art Sobczak gives real world, how-to, conversational ideas and techniques
helping business-to-business salespeople use the phone more effectively to
prospect, sell, service, and manage accounts without "rejection." Art is
author of numerous books, taped training programs, and publisher of the
TELEPHONE SELLING REPORT sales tips newsletter. He’s also a speaker and
trainer, providing high-content, one-hour to multiple-day customized
speeches and seminars. To receive his free “TelE-Sales Hot Tips of the Week
visit www.businessbyphone.com © 2010, Art Sobczak. All rights reserved.
For information contact FrogPond at 800.704.FROG(3764) or email
susie@FrogPond.com.