7 closing questioning techniques you should use in a sales interview

closing techniques

7 closing questioning techniques you should use in a sales interview

It’s no secret that questioning is a powerful tool. Questions can be used to extract information, probe for feelings or hidden motives, and much more. In a sales interview, questions are your chance to shine. By preparing a few key questioning techniques, you can make the most of your time with the interviewer and show them just how capable you are.

1. The assumptive close.

The assumptive close is a powerful sales technique that can help to move the sale forward. This technique is used to assume that the sale has already been made. For example, you might say something like, “When do you want to have this delivered?” or “What color would you like?” This technique is powerful because it helps to create a sense of urgency and moves the sale forward. Additionally, the assumptive close can help to build rapport with the customer and create a sense of trust. This technique is an essential part of any sales process and can help to close more sales. Thanks for using the assumptive close!

2. The Ben Franklin close.

Benjamin Franklin was one of the most esteemed statesmen of his time. He was a Founding Father of the United States, and he is revered for his many contributions to American society. One of the things for which he is most well-known is his clever use of rhetoric. In particular, he was fond of using what is now known as the “Ben Franklin close.” This technique entails presenting two options to the listener and asking them to choose between the two.

For example, one might say, “Would you rather have the red one or the blue one?” This approach is effective because it simplifies the decision-making process for the listener. Instead of having to weigh numerous factors, they can simply choose the option that seems most appealing to them. In today’s fast-paced world, this technique can be used to great effect in a variety of situations. Whether you’re trying to decide on a dinner location with a friend or choosing between two different products, the Ben Franklin close can help you make a decision quickly and efficiently.

3. The Columbo close.

Have you ever been in a situation where you’re about to close the deal, but the customer seems hesitant? If so, then you may want to try the Columbo close. This technique is named after the popular television detective and it involves acting like you forgot something important. For example, you might say, “I think we forgot to discuss price,” or “Did you have any questions about the product?” This technique is effective because it gives you an opportunity to address any concerns that the customer may have.

In addition, it shows that you’re not trying to pressure the customer into making a decision. instead, you’re giving them one last chance to ask any questions or voice any concerns they may have. So if you’re looking for a way to close the deal without putting any pressure on the customer, then give the Columbo close a try.

4. The door-in-the-face close.

The door-in-the-face close is a negotiating technique in which an initial offer is made that is so high that the customer is likely to reject it. The rationale behind this technique is that it sets the stage for negotiation and helps to get closer to the target price. For example, if you were selling a car, you might say, “Our usual price for this car is $20,000, but we can give you a special price of $10,000.” This technique can be effective because it allows you to gauge the customer’s reaction and willingness to negotiate. However, it is important to use this technique judiciously, as it can alienate customers if used too aggressively.

5. The foot-in-the-door close.

Agreeing to a small request is often seen as a sign of good faith, so it’s no surprise that this technique is commonly used in sales and marketing. By starting with a low-pressure question or request, you can create a sense of rapport and trust with the customer. This technique is especially effective when you are seeking to establish a long-term relationship with the customer. By showing that you are interested in their business and willing to help out, you can build trust and increase the likelihood that the customer will agree to future requests. In today’s competitive marketplace, building strong relationships with customers is essential for success. So next time you’re looking to close a deal, don’t be afraid to start small.

6. The lowball close.

The lowball close is a common sales technique that involves making an initial offer that is lower than what you are actually willing to accept. For example, a salesperson might say, “I can give you a discount of 10% if you agree to purchase today.” This technique is effective because it helps to create a sense of urgency and gets the customer to commit to a decision. In many cases, the customer will agree to the initial offer, and the salesperson will then be able to negotiate from a position of strength. However, it is important to use this technique sparingly, as it can easily backfire if the customer feels like they are being taken advantage of.

7. The trial close.

The trial close is a great way to gauge a customer’s level of interest and commitment. By asking for a small purchase or action, you can get a sense of how likely they are to buy from you. This technique is especially effective when selling something new or unfamiliar, as it helps to build trust and confidence. If the customer is interested in taking a free trial or making a purchase today, it’s a good sign that they’re serious about doing business with you. So don’t be afraid to ask for a commitment – it could be the key to closing the deal.

By using these questioning techniques, you can show the interviewer that you’re a skilled sales professional. So, don’t be afraid to ask questions in your next sales interview!

Conclusion

Questions during sales conversations are important in order to gauge the customer’s level of interest and commitment. By asking for a small purchase or action, you can get a sense of how likely they are to buy from you. This technique is especially effective when selling something new or unfamiliar, as it helps to build trust and confidence. If the customer is interested in taking a free trial or making a purchase today, it’s a good sign that they’re serious about doing business with you. So don’t be afraid to ask for a commitment – it could be the key to closing the deal. Questions can also help create a sense of urgency and gets the customer to commit to a decision. In many cases, the customer will agree to the initial offer, and the salesperson will then be able to negotiate from a position of strength. However, it is important to use this technique sparingly, as it can easily backfire if the customer feels like they are being taken advantage of.

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