Lead with Questions – Closing Techniques

Have you ever noticed that professionals in every industry lead with questions?  When you go to the doctor’s office, you will be asked many questions.  The doctor will conduct tests before providing a diagnosis.  A good lawyer will spend 90% of his billable time learning about your situation before providing the correct legal advice.  In the same way, professional sales people lead towards a close with questions.

In this video (a borrow from Tom Hopkins’ materials) is a discussion of the two best questions with which to lead.  These are “Ownership Questions” and “Alternate Advance Questions.”

Ownership questions get the prospect to change thought processes from “If I Switch” to “When I switch.”

Alternate Advance Questions lead the owner with a “Yes” or “Yes” question.  In other words, no matter what the owner answers, he or she is agreeing to move forward in the sales process.

Please watch the video below for more information:

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