Ask This One Question to Significantly Reduce Objections When Closing the Sale

When you’re working to close a sale, reducing objections early on is key to success. One common complaint from business owners and sales teams is that incumbents often get the last chance to review the proposal. They may match your price or slightly beat it to retain the business, even after you’ve uncovered problems with the current plan and made necessary improvements. Understanding how to reduce objections early in the process is essential for closing sales and overcoming this challenge.

 

Ask the Right Question Early in the Sales Process

One common complaint I hear from business owners and sales teams is that when it’s time to close the sale, the incumbent often gets the final opportunity to submit a proposal. They frequently match or slightly beat your price to retain the business. If you’ve experienced this, you know how frustrating it can be. How can the incumbent keep the business after you’ve identified issues with their plan, suggested improvements, and offered a competitive proposal?

 

The Key Question You Might Be Missing

The answer is simple: you probably didn’t ask this important question early on. The next time you meet with a prospect, take the time to walk them through your sales process. Explain the steps involved and emphasize the work you plan to do. Then, ask this critical question:

“If I uncover areas where I can improve your situation and offer a competitive price, is there anything that would prevent us from doing business together?”

This question will help you gauge the strength of their relationship with the incumbent or if they’re considering other competitors.

 

Follow Up With Clarity to Close the Sale

If their answer is “no,” you’re in great shape. When it comes time to close, restate your process and let them know you’ve improved their situation. Share the good news that you’re ready to start working together today!

However, if they say they’re still shopping around or have a long-standing relationship with the incumbent, it’s better to know early on. A great follow-up question is:

“What criteria will you use to make your final decision?”

 

The Benefits of Asking This Question Early

Asking these questions early in the process won’t guarantee success, but it will significantly improve your chances of closing the sale. It gives you valuable insight into the prospect’s true intentions and helps you tailor your approach accordingly.