3 simple questions to ask to close a deal

Question 1: What’s causing you to have a conversation with me?

This is one of the first questions you need to ask as you’re starting your first conversation with a prospect. Instead of asking them why they are here, ask them “What’s causing you to have a conversation with me?”

This will help prospects open up and share the real reasons they are in the meeting with you. Some may just be curious (don’t waste your time with them), some may have a specific initiative they are working on (dig deeper).

Question 2: What outcomes do you expect from this conversation?

Second question will help you understand your prospect’s initiatives. By focusing on asking what outcomes they expect, you get them to share the agenda and goals they have for the conversation.

This will help you dig deeper, and disqualify prospects who may not have a compelling event. For example, if they answer that they are just checking or making a benchmark, you’ll know you can disqualify them and end the conversation as soon as possible.

Question 3: When can you make a decision?

Final question, and my favorite of all three. By asking prospects when they can make a decision, you do two things:

• you test the energy of your deal
• you understand their buying process

Most prospects won’t be able to give you a straight answer. This indicates they’ll have to involve other people in the buying process, and you can ask them additional questions about the steps required to close the deal.

And these are 3 simple questions you can ask to test the energy of your deals, and close the ones that are qualified faster.

Hope this helps.

Cheers,

Thibaut Souyris