If you’re new to sales, the idea of “Closing” in the sales process can leave you feeling intimidated, anxious, put off, or insincere. The goal of this blog post is to help you realize that that doesn’t have to be the case – and shouldn’t be the case! And the easiest way to become familiar and confident with Closing is with every salesperson’s go-to technique, the “Question Close”

First things first though: let’s remember why we’re here. We’re in this business to serve people, and it feels great being their fiduciary and helping our clients make informed decisions that will have a profound impact on their lives. Yet, before we step into those service shoes, we have to wear our sales hat. 

We have to sell ourselves and earn the right to be the agent of choice for our clients. And the most important tool in our sales kit? The ability to confidently ask for the business. This is where ‘closing’ comes into play. People new to sales may immediately feel intimidated or anxious at the idea of Closing. Don’t be! It’s the most critical part of the sales process!

As the great Wayne Gretzky once said, “You miss 100% of the shots you don’t take.” So take the shot and ask for the business! Every time you don’t ask for the sale, I can guarantee you there is a close to 100% chance that you won’t make a sale. 

How Does the Question Close  Work?

It’s simple. The ‘Question Close’ is all about asking your clients if they’re ready to take that next step with you. You simply ask them if they’re ready to move the the next step of the process. Here are some examples that demonstrate how easy – and natural! – this technique is: 

1. *”Mr. and Mrs. Buyer, I’m confident I can help you find your dream home. Would you like to start your home search together?”*

2. *”Mr. and Mrs. Seller, we’ve reviewed my company’s marketing program and our recommended pricing strategy. Are you ready to get the process started?”*

3. *”It looks like this house checks all your boxes, Mr. and Mrs. Buyer. Would you like to make an offer?”*

Facing the Fear of Rejection

If the mere thought of the ‘Question Close’ makes you slightly nervous, don’t worry – you’re not alone. Most people experience some anxiety when first asking for the business. Remember, a ‘no’ isn’t a door slamming shut; it’s an opportunity to learn how to get to ‘yes’. It typically indicates that there is an objection that hasn’t been isolated or a need you haven’t identified. Either way, you are one step closer to making the sale with this new information. 

For those who find closing a bit intimidating, practice is your best friend. Team up with a colleague and rehearse these scenarios. The more you practice, the more natural it’ll become.

A Fundamental Tool 

The ‘Question Close’ is a fundamental tool for all salespeople. If you are going to succeed in real estate, you must learn how to ask for the business. It’s all about confidence, clarity, and communication. Nail this, and you’ll be well on your way to turning potential deals into successful closings.