$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?’