Even if you are a seasoned sales pro and your closing ratios are high (in the 90% range), the best salespeople are always looking for improvement and opportunities for optimization.
If you want to close more sales, or close more sales more easily, your ability to control the sales interview directly impacts your ability to close the sale.
Optimize and control the sales process by using questions.
The formula is rather simple:
1) Ask questions
4) Ask another question
5) Listen some more
7) Repeat steps as necessary until all questions are asked and a couple is confident YOU are the right choice.
So when a couple you are interviewing asks you, “How much?” your answer might be one of the following:
- “Can I ask you a few questions first?”
- “Would you mind if I ask you a few questions first?”
- “Would you mind if I ask you a few questions first to better understand what you’re looking for and what you need?”
Very few, if any, couples are going to say to you: “NO, just give us the price!”
And if they do, they clearly are not your ideal client.
The key to closing more sales starts with creating rapport. You do that by asking questions (not lecturing!).
While there are dozens of questions you might ask, here are 10 questions that are proven to get the ball rolling, keep it moving in the right direction, and ultimately will 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?
“I’ve worked with Chris for 15+ years and when I wanted to upgrade my dated website he was the natural person to make it happen. In addition to the technical support, I needed his marketing insight and SEO expertise which are second to none. Reach out to Chris if you want better results from your website and internet marketing.” -George Banfalvi, Owner, Fifth Avenue Events & Entertainment
“Chris has always been a trusted resource of valuable internet marketing guidance and information for more than 15 years. Reach out for one of his complimentary Discovery Sessions, you’ll be glad you did.” - John Cover, Owner, Reflections Event Group
“Using Chris’s recommendations we saw a 30% increase in inquiries in the first 90 days. I can close about 80% of our inquiries, so needless to say this has been a big bump in sales for our business. Hire Chris to do a website review for your wedding business as I did, you’ll be glad you did, I’m sure of it!" - Carol Clarke, Owner, Bridal Gown Care
Hi there. My name is Chris Jaeger and I produce the Book More Weddings website. I am also the Founder of the International Association of Wedding Industry Professionals and coach at Build Your Wedding Business. I am a published Amazon author and my book "100+ Things You Can Do to Book More Weddings: Reach More Engaged Couples, Drive More Traffic to Your Website, Get More Inquiries, and Book More Weddings" has helped thousands of wedding professionals reach more engaged couples and book more weddings.
I have been an educational speaker at the WeddingMBA, Association of Wedding Gown Specialists, Association of Bridal Consultants (ABC), Association for Wedding Professionals International, and many local groups such as the Charlottesville Wedding and Event Professionals and the Bellingham Business Association.
I am a wedding industry marketing veteran with more than 25+ years of experience marketing to engaged couples.
If you are not getting the results you expect from your website and internet marketing, or you are getting good results but would like BETTER results, follow this link.
I offer anyone in the wedding industry a complimentary no-obligation Discovery Session.