Ready to Close More Sales? Master the Art of the Close with These Proven Steps!

To guide your customer to the right outcome—whether it's a sale today or setting up an appointment—it's crucial to understand where they are in their buying process and if they’re ready to make a purchase now.

Do you know how to determine where the buyer is in their buying process and IF they CAN buy today? Try these steps:

Step 1: Ask the BADAS Questions
These five strategic questions cover three essential areas: time, money, and decision-makers. You’ll uncover how far along the customer is in their buying journey, what their budget looks like, if they have financing options, and who else is involved in the decision-making process. These answers will reveal if they’re able to buy today, even if they’re not yet convinced or have objections that need addressing.

Step 2: Recognize Buying Signals
Buying signals, whether verbal or non-verbal, indicate when a customer is ready to purchase. These signals aren’t always obvious, so it’s important to be aware of them and understand how DISC behavioral styles influence what your customer says and does.

Step 3: Ask the Right Closing Questions
To consistently close sales, you need a toolkit of closing questions for different scenarios and buyer types. The alternate close, where you offer a choice between two options, is effective and comfortable for both the buyer and seller. Remember, the options should be guided by you.

Key to Success: Practice makes perfect. Regularly practice asking BADAS and Closing Questions to become more comfortable and confident in leading your customers to the sale.

Now, go get good at asking questions!
oxo
Jody