If your prospect asks you a question, you can reply with a question of your own which, if they answer the way their original question hints they will, assumes that they’re going to buy your product or service.
Now, if that sounds like a mouthful, it’s really not that complicated.
For instance, here’s an example of how this works:
Prospect: “If we decided to go with your product, we’d need to have it delivered and installed by this Friday. Can you handle that?”
You: “Well, if I can guarantee that it’ll arrive and be installed by this Friday, then are you ready to complete the paperwork?”
Then, you simply keep quiet until your prospect responds.
Now, in order to use this technique effectively, your prospect needs to either make a demand or express a desire that you can fulfill, rather than merely asking a question about availability. That’s because, if they don’t do this, then you run a greater risk of losing the sale.
For instance, here’s an example of the wrong time to use this technique, causing it to backfire on you:
Prospect: “Do you have this in green?”
You: “If I can get it for you in green, will you buy it today?”
Prospect: “Uhh, no, I don’t think so. Hey, umm, I didn’t realize how late it is now. So just leave your brochure with me, and I’ll call you back if I’m interested.”
Here, since an explicit desire or demand wasn’t expressed, your prospect may not feel ready to make a commitment after your unexpected question. As such, your prospect may bow out and try to end the conversation, leaving you without the order.
But, in the event that your prospect does express an explicit need that you can meet, you can use this technique on almost any benefit that your prospect wants. For instance, choice of color and size are other examples in addition to favorable delivery.
This, of course, means that you must be familiar with all the benefits that your product or service offers. That way, you increase the number of options you have for using this technique to earn the sale.
