In making sales presentations for home modifications or improvements, in getting appointments to make those presentations, and after suggesting solutions to accomplish those types of improvements, we want to hear our clients or potential customers tell us that what we have proposed or outlined is acceptable – we want to hear a “yes.”
Types of questions that you can ask to which you would love to hear them say “no” include learning if there are other people that they would want to involve in helping them make a decision or in evaluating what you are going to propose for their consideration, if they are going to require financial assistance or help in funding the budget they have suggested or agreed upon with you, if they have been talking with other contractors or plan on doing so about the proposed improvements or aging-in-place solutions they are seeking or considering, or if they have seen a solution on TV or anywhere else that meets their needs or solves their issues as well as what you are proposing.
A great closing question that you can ask for which you want them to tell you “no” is if they have any other questions or anything else to add before you finalize your proposal and prepare it for their approval. A similar one is asking if there is anything else they want to discuss before you prepare to get started with their project.
There may be additional issues that they want to cover, and there may not. Either way, you are that much closer to a final solution and approved agreement.
When structured the right way, questions can be asked that will yield very helpful “no” responses.