The best sales presentations are the ones that YOU control, and you control sales presentations with QUESTIONS.
Asking the right questions will also help you determine what is most VALUABLE to a potential client. When you sell VALUE you further support your asking price, minimize discounting, and you end up closing more sales.
Here are some of the best sales questions you can ask during your sale presentation. Maybe you’re using some of these already?
How’s your wedding planning going?
How did you two meet?
Describe your perfect wedding day?
How did you hear about us?
Do you mind me asking, <then ask a question>?
Where are you getting married, have you chosen your wedding venue?
Why did you choose <name of wedding venue>?
Have you been to a wedding lately?
What did you like about it, what didn’t you like about it?
Do you have a wedding theme?
How many people are on your guest list?
How many people are in your wedding party?
How many other <your category of services here> have you talked to or interviewed?
What are the three things that are most important to you in choosing a <your category of services>?
And what is the price range you are looking to spend for <your category of services here>?
Can I tell you what you should expect if you decide to hire us/me/<company name>?
A lot of couples I work with have never hired a <your category of services> before. Would you like me to go over the 4 or 5 most frequently asked questions I get from couples?
Have you see our online reviews at Wedding Wire, The Knot, and at Yelp!?
Do you have any questions I didn’t answer for you?
Is there anything we haven’t talked about that you’d like to ask me?
Would you like to do some paperwork?