Sales Closing FAQ 2: Strategically Ignore Questions in a Sales Presentation
There are situations where you need to strategically ignore your prospective customers’ questions and shift them back to the closing. If you are in the sales profession, you probably understand what I am talking about. Sometimes your prospective customers are not making any sense, asking questions that could not be answered, and requesting services that are impossible. Here is a list of guidelines to follow if you need to strategically ignore your prospective customers’ questions and switch topic:
- Use humour to help you switch topic: Use humour to make your prospective customers laugh and then move on to the closing.
- Keep up your friendly, passionate and helpful attitude: never let your prospective customers feel that you are ignoring their questions in purpose. Try to keep up your energy level. Keep smiling.
- Agree with your prospective customers’ perspective first: one useful technique is to simply agree with what your prospective customers have said. And then, inform them that you will look into the matters and move on to the closing.
- When switching to another topic, make sure the new topic could lead you closer to the closing: do not switch topic and discuss another issues that would harm your ability to close the deal.
We should all try to solve all our prospective customers’ concerns as much as possible. However, there are always times that we get struck. Strategically switch topic and move on to your closing. Remember the guideline listed above and you shall do fine.
More Readings from the Category: The Perfect Sales Presentation Series
- Showcase Your Credibility in Presentation - Part I
- Showcase Your Credibility in Presentation - Part II
- Know Your Clients Before You Present
- The Millionaire Mindset for Sales Presentations
- Daily Exercises to Increase Your Confidence as a Sales Professional
- The Crucial Slide for Sales Presentation: Customer Pain
- Positioning for Millionaire Sales Professional
- Ways to Deal with Questions about Your Competitors during a sales Presentation
- The Crucial Slide: The Demo Slide
- The Crucial Slide: Closing the Deal in a Sales Presentation
- Closing Technique 1: Invitation Closing in a Sales Presentation
- Closing Technique 2: Assumption Closing in a Sales Presentation
- Closing Technique 3: Authorization Closing in a Sales Presentation
- Closing Technique 4: Psychological Closing and Trial Offer in a Sales Presentation
- Sales Closing FAQ 1: Pricing Negotiation in a Sales Presentation
- Sales Closing FAQ 3: Dealing with Customers Who Are Still Evaluating Your Products
- Sales Closing FAQ 4: Dealing With Customers Who Need The Courage To Buy
