By k | October 26, 2009 - 6:00 am - Posted in Sales

$ales Gravy
lists the 5 closing questions
you should be asking.

One of those is…

“Could you use that?”
(or a variation like
“How would you use that?”
“Would that work for you?”
“Would that be of benefit in your situation?”)

This question is asked
after you list a benefit.

Why do you do that?
Because it makes the benefit personal.
The prospect takes ownership of the benefit.

Tell your prospect
“Product XYZ will save you $1,000.
How would you use that?”
and
she will immediately spend the $1,000
in her mind.
Walking away from your product
will create loss.

Make it personal.
Create that connection.
Ask ‘Could you use that?’

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