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Sales Skills / Close With Confidence / Lesson 20
LESSON 20 · CLOSE WITH CONFIDENCE

The Question Close

Practical ways to use the question close, asking one clear question that invites a decision.

One good question can end the talk. Make it clear and kind.

10 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

10 tips that really help

These ideas come from Secrets of Closing the Sale (Zig Ziglar), The Psychology of Selling (Brian Tracy), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: One good question can close
TIP 1

One good question can close

A clear question invites a decision without pressure and fits natural conversation.

TRY THIS
Prepare several.
Photo for the tip: What would you like to do next?
TIP 2

What would you like to do next?

This open question hands the choice to the customer and often leads straight to a yes.

TRY THIS
Use it often.
Photo for the tip: Is anything stopping us from going ahead?
TIP 3

Is anything stopping us from going ahead?

It surfaces hidden concerns so you can address them.

TRY THIS
Ask it gently.
Photo for the tip: How do you feel about starting?
TIP 4

How do you feel about starting?

A warm question invites emotion as well as logic.

TRY THIS
Use it with rapport.
Photo for the tip: Ask only one question
TIP 5

Ask only one question

Stacking questions confuses and weakens the close.

TRY THIS
Edit your phrasing.
Photo for the tip: Pause and listen
TIP 6

Pause and listen

Their answer matters more than your next line.

TRY THIS
Count to five.
Photo for the tip: Respond to concerns
TIP 7

Respond to concerns

If they raise a worry, help before asking again.

TRY THIS
Answer honestly.
Photo for the tip: Listen to the answer
TIP 8

Listen to the answer

Hear what is behind it.

TRY THIS
Note.
Photo for the tip: "Is anything stopping us?"
TIP 9

"Is anything stopping us?"

Brings out hidden concerns.

TRY THIS
Use it.
Photo for the tip: Questions invite answers
TIP 10

Questions invite answers

They avoid pressure.

TRY THIS
Write some.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

ASK

“Is there anything stopping us from going ahead?”

CHECK

“What would you like to do next?”

TEST

“Is this what you were looking for?”

SOFT

“How do you feel about starting?”

PLAN

“When would you like to begin?”

THANKS

“Thank you.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Write five closing questions
DAY 2
Choose one
DAY 3
Ask clearly
DAY 4
Pause
DAY 5
Listen
DAY 6
Respond to concerns
DAY 7
Review

Further reading

  • Secrets of Closing the Sale (Zig Ziglar)
  • The Psychology of Selling (Brian Tracy)
  • The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

← All Close With Confidence lessons
Next lesson: Close in One Sentence →

More lessons in “Close With Confidence”

Keep going. Small steps every day make a big change.

← Previous: The "Shall We Get Started?" CloseNext: Close in One Sentence →

  1. Closing Is Helping Someone Decide
  2. Why Sellers Fear Asking
  3. Ask Early, Ask Often
  4. Silence After the Ask
  5. Do Not Apologise for Asking
  6. Believe the Customer Deserves a Decision
  7. Check Your Own Fear First
  8. Buying Signals You Must Not Miss
  9. The Trial Close
  10. Ask "How Does This Sound So Far?"
  11. Notice When Questions Turn to Details
  12. When the Body Says Yes
  13. What to Do If You Miss the Moment
  14. Test the Water Before You Ask
  15. The Assumptive Close, Done Kindly
  16. The Choice Close: A or B?
  17. The Summary Close
  18. The Next-Step Close
  19. The "Shall We Get Started?" Close
  20. The Question Close
  21. Close in One Sentence
  22. Map the Decision Process
  23. Win Over Every Person Who Matters
  24. Keep Momentum Between Meetings
  25. The Mutual Action Plan
  26. Handle the Last-Minute Wobble
  27. Get the Paperwork Done
  28. Close With a Committee
  29. Find the Real Reason Behind "Maybe"
  30. Reassure Without Pressuring
  31. Offer a Small First Step
  32. Use Gentle Urgency Honestly
  33. Ask "What Would Make This an Easy Yes?"
  34. Keep the Relationship If They Say No
  35. Say Thank You Properly
  36. Reinforce Their Decision
  37. Set Clear Expectations
  38. Plan a Smooth Start
  39. Check In Within a Week
  40. Ask for a Referral at the Right Time
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