If you want to close more sales, or close more sales more easily, your ability to control the sales interview is the “secret sauce.” Optimize the process by using questions.
The formula is rather simple:
1) Ask questions
4) Listen some more
6) Go back to step #1
The key to closing more sales starts with creating rapport. Here are 10 questions that are proven to help you book more weddings.
Q: How’s your wedding planning going?
Q: Describe your perfect wedding day?
Q: Do you mind me asking, <then ask a question you NEED an answer for>?
Q: Have you been to a wedding lately?
Q: What did you like about it, what didn’t you like about it?
Q: How many other <your category of services here> have you talked to or interviewed?
Q: What are the three things that are most important to you in choosing a <your category of services>?
Q: And what is the price range you are looking to spend for <your category of services here>?
Q: Is there anything we haven’t talked about that you’d like to ask me?
Q: Would you like to do some paperwork?
Founder & Executive Director
International Association of Wedding Industry Professionals