Thought I would share a little story with you.

When Layla asks for something, she usually follows it up with some multiple-choice options.  The conversations go like this:

“Can I please have chocolate?” – Layla

“………….” – Me

 I often hesitate to answer questions like this while I try to figure out how I’m going to say “no” and immediately distract her with something else. Layla; however, takes advantage of the pause and makes her question multiple choice.

“Yes or Sure?” – Layla

Do you see what’s missing from those answer options?

This has me thinking. Are you giving your prospect the right answer options?  Or, are you trying to close with overly open-ended questions?

Open-ended questions are great for learning more about your prospect, discovering their needs, and getting a jump start on what their objections may be. But when it’s time to close the sale, open-ended may not be the way to go.

For example, if your closing line is: How does that sound? Then maybe you are leaving them room to say something negative. You are reminding them that they can say no, or yes, or whatever they want!

Try something like this instead: Would you like to pay your application fee (or deposit) with a check or credit card?

Or maybe it’s a nice day out so you ask: Would you like to complete your application inside the office or outside since the weather is lovely?  

Are you reminding them that “no” is an option? If you are, maybe it is time to try Layla’s method for getting chocolate. 

Don’t you just love this blog? Yes or Sure?