HOW TO USE ‘YES YES’ QUESTIONS TO CLOSE MORE SALES

Do you want to close more deals more frequently? Read this quick article to learn how you can master the art of ‘Yes Yes’ questions

In the world of sales, effective communication and understanding your customers’ needs are essential for closing deals. One technique that has proven to be highly successful is the use of ‘Yes Yes’ questions. These are questions strategically designed to elicit positive responses from potential buyers, aligning their thoughts with the benefits of your product or service. In this article, we will explore the power of these questions in sales and how they can help you unlock greater success.

1. What are ‘Yes yes’ questions?

These questions are carefully crafted inquiries that encourage prospects to respond affirmatively. These questions are phrased in a way that makes it difficult for the customer to respond with a negative or contradictory answer. The aim is to establish a series of positive agreements, building rapport and guiding the conversation towards a favourable outcome.

2. Establishing Rapport and Trust

When using ‘Yes Yes’ questions, you create an environment where the customer feels understood and valued. By presenting statements that align with their needs and desires, you build rapport and establish trust. This foundation sets the stage for a more productive and collaborative sales process.

Example: “Wouldn’t it be great if you could increase your team’s productivity while saving time and resources?“

3. Guiding the customer towards your solution

‘Yes Yes’ questions serve as a roadmap, leading the customer to recognise the benefits and value your product or service offers. By asking questions that emphasise positive outcomes, you gently guide them towards the realisation that your solution can address their pain points effectively.

Example: “Can you imagine how this cutting-edge software could streamline your operations and enhance efficiency?”

4. Overcoming Objections

Objections are a common hurdle in sales. However, by utilising ‘Yes Yes’ questions, you can address concerns while maintaining a positive momentum. By highlighting the advantages of your offering and asking questions that prompt agreement, you can counter objections effectively.

5. Closing the Deal

As you approach the end of the sales process, ‘Yes Yes’ questions can help solidify the buyer’s decision. By reinforcing the positive aspects of your solution, you pave the way for a favourable outcome.

Example: “Considering the significant benefits you’ve acknowledged so far, is there any reason why you wouldn’t want to proceed with this investment today?”

6. The art of crafting ‘yes yes’ questions

To maximise the impact of these questions, it’s important to keep a few key principles in mind:

a. Understand your customer: Tailor your questions to their specific pain points and desired outcomes.

b. Keep questions concise: Ensure that the questions are clear, straightforward, and easy to answer with a positive response.

c. Use open-ended questions: While ‘Yes Yes’ questions are typically closed-ended, incorporating open-ended questions at appropriate moments can encourage deeper engagement and valuable insights.

The art of asking ‘Yes Yes’ questions in sales is a powerful tool to build rapport, guide customers towards favourable decisions, address objections, and ultimately close deals. By understanding the needs and desires of your prospects and crafting strategic questions, you can create a positive buying experience that leads to greater success in sales. Remember, every ‘yes’ is a step closer to achieving your sales goals and building long-term customer relationships.

If you would like to close more sales with confidence, CLICK HERE to check out our online video course Sales Closing Techniques.

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