Secrets of Closing the Sale

by Zig Ziglar

Most salespeople know the importance of asking questions, but too many of them make a couple of serious mistakes in the questioning process. First of all, they take the “police investigator” approach and are a little too aggressive and assertive. The salesman’s attitude is critical. He must remember the service attitude is the one to take. He should never ask the first question without getting permission. You get permission this way: “Mr. Prospect, in order for me to determine how we might be able to help you, I need to ask you a few questions. Do you mind if I ask them now?” This procedure not only gets the positive response, but it also tells the prospect why you are going to ask the questions. This clears the way for asking the questions and subconsciously obligates the prospect to answer them.