Do you ever stop after each sales call or phone call to reflect on what went wrong that made the customer refuse your offer? Sometimes it can be because you did your presentation and straight afterwards, you tried closing the sale with “So would you like to go ahead then?”That is a closed question that can get a “Yes” or “Nö”.
It is important to remember that while you are talking through your presentation, the customer is thinking up objections which need to be handled before you ask them to buy. A better question after the presentation is called a trial close. It must not be a closed question that could get “No””so it needs to be an open-ended question begining with What, Why, Where, Which, Who, When to test the ground or it can be a question that gets them inspired to buy so they say “Yes”.
Before Closing The Sale Do These Trial Closes (All start with Open-Ended Questions)