Whenever the salesperson asks the prospect a series of carefully crafted questions where the answer is simply a 'yes', we have the start of the Yes Set Close. To continue on the salesperson should then tag on the question again towards the very end to which the answer really needs to be a 'yes'. The minimum set is usually three questions that end up with a yes, but statistically the salesperson should work at phrasing more questions that will bring about a ‘yes’ answer seven to nine times. Research suggests at eight yeses are needed to ensure a smooth final close. |
However, the salesperson should be aware not over-do this, and should either space out the questions or carefully limit the number of yeses (although research show that eight yeses were needed throughout the presentation to secure a close). Now you, as the salesperson, should also encourage the prospect to say yes by nodding your head gently as you talk with them.
It is also important to note that many people also do not particularly like to answer with a 'no' as they feel that it is impolite to do so. Here are some ways this can be done:
Do you enjoy shopping here? Do you find it easy to find us? Did this product catch your eye? Are you ready to buy now? Did you want to take delivery next week?
The Yes Set Close works by setting up a repetitive pattern of 'yes' answers that gets the prospect into a habitual response of agreement. When a rapport pattern is established by the buyer with the seller and the buyer is answering 'yes' automatically, then the question you really want answered 'yes' is slipped in automatically.
It’s the “YES” Energy that will carry you Through
As you have read above, it’s a generally known fact that the more “Yes’s” (yeses) you get throughout your sales presentation, the easier, the more automatic your close will be when you ask for a “Yes.”. In fact, if you get enough “Yeses,” you probably won't need a close at all – but I would still ask to be on the safe side. The “Yes” energy will mostly carry you through, but, what needs to be understood is how good are the quality of the “Yes’es” that you are currently or have been getting?
Another fact that should be considered here is that an “uh-huh” or a “maybe” is not a “Yes” and is not as good as a “Yes.” And that’s for certain, it’s an absolute, it’s a definite and it’s a “for sure,” and so on. Now to work on the power value of a “Yes” in any presentation, here are some easy ways to get stronger “Yes’s” at the times when your prospects may give you those weak commitments.
Then whenever your prospect may respond to your questions more often than not with words like “maybe,” or “possibly,” or “perhaps,” and so on, what you can do to change the response by simply asking the same question again. Then if they keep answering you with weak responses, you should immediately ask them a direct question similar to this:
• “Does that mean yes or a no?”
The important thing here is that as a salesperson you are entitled to know how you're doing at each step. It should also be understood that the only way that a salesperson can stay in control of the presentation is by temperature-testing each step of the way. The only difference here is that you take the prospect into the “Yes” room with you where they will find it difficult not to answer without saying, “Yes.” By asking for minor “Yes” commitments as temperature testers along the way, as the salesperson you are the one that decides whether you should continue with the presentation or if you should gracefully disqualify them and go on to someone else.
Now Apply the Just “Say Yes" Tag-on Prompter
This is another really great way of getting the prospect to think more about using the word “Yes,” on an on-going basis throughout the presentation so that when it comes closer to the point of needing to decide on buying they would be more prepared to say “Yes.”
Many believe that this way of pre-reconditioning throughout a presentation is programming the prospect to buy more. Others suggest that this questioning process is capable of increasing a salesperson’s closing power by possibly as much as 20 to 30%.
How it works is the seller simply encouraging the prospect to “say yes” by asking them to “say yes” as a tag-on prompter. That's it! So whenever the seller asks a benefit question, the seller just asks them to “say yes” as a tag-on prompter. More this is done the more likely your prospects are to say “yes”: when a closed question is asked.
And the more “Yes’s” the seller encourages throughout his/her presentation, the more likely the seller is make the sale. However, the seller will have to practice this new behavioural closing style several times before it is mastered.
Ask them, “Are you willing to do this John? Say yes!”
Develop an Atmosphere of Agreement
Here’s really important thing for every salesperson to learn and adapt, in fact it’s so important I have included it throughout this series of books in a variety of different ways. And it works all the way throughout the whole selling process wherever the seller wants to use it – you need to create an atmosphere of agreement constantly – that means getting the prospect to say “Yes” or something that is similar to a “Yes” throughout the call.
An easy way of getting the response you want from your prospect whenever you need it, is to get an agreement. And there are many questions you can ask to achieve this – such as:
• “You agree with this, don’t you?” • “You would have to agree it’s what you want, right?” • “It works really well, don’t you agree?” • “It’s what you really need, and you agree with that? • “Let’s agree, it will overcome that issue, right” • “How does this look to you so far?” • “Do you see the value in this feature? • And so on.
The more times you ask for feedback, and the more times they say “Yes” or words that imply “Yes” the easier it will be for the prospect to say “Yes” at the close. The reason for this is that every time you ask for a “Yes” you activate a positive response as a Minor Close, or as a Temperature Tester – either way these “Yes’s” become a really powerful selling and closing tool.
This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com - Submit your articles to AMAZINES.COM
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