Sales Closing Technique: “Preferred Payment Question”

If any of your sales involve customers using a credit card to pay, this sales closing technique might be just right for you.

First, let’s set up the situation.

You’re talking with a customer and you know you’re close to closing the sale. Then suddenly when it comes time for them to give you a credit card, they get cold feet.

Although this is a situation that more commonly occurs in B2C situations, it is also happening more and more in B2B too.

The way this sales closing technique works is by you the salesperson first getting the customer to agree what you’re offering is right for them and will meet their need.

Next step is to then state how you have multiple ways they could pay for it and then ask them something like, “We take check, PayPal, cash or credit card. Which would be easiest for you?”   (Insert into your sentence the payment types your company accepts.)

The objective is to get the customer to say “credit card.”

It’s at that point you say, “Great, go ahead and give me the number now and we can get this going.”

Reason I like this approach is it adds one more step between the customer saying it’s what they want and giving you the credit card.  Some of you might say I’m only complicating the sale, and I suppose at times it could, but let me explain my view.

If you’re selling something where there might be a sense of hesitation, the customer will many times bring up their reluctance right at the point of payment.  For many transactions, this point is when they have to give the salesperson their credit card number.

Adding the comment and/or question about multiple ways to pay gives the customer a sense they’re in control and it gets them to say how they will pay for it.

The amazing outcome with this approach is it works.  In using it with a variety of companies and salespeople, I’ve found it increases sales by removing from some of the more hesitant customers the last minute decision to put off buying.

Is this a sales closing technique everyone can use?  No, but it is one most salespeople should be comfortable using if the need arises with the hesitant customer.

Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

 

 

 

Share the Post:

One Response

  1. Good one! I have used a version of this technique for many years and you’re right we’re either collecting payment or covering again why we have come this far in the process.

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

Downloadable Sales Resources

The Hidden Dangers of Discounting Your Price

A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.

Subscribe Now

Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox.

The Sales Hunter Podcast

The Sales Hunter Podcast features Mark Hunter and top sales leaders, delivering actionable insights to help you become the salesperson you’re meant to be. This show isn’t just for entertainment—it’s designed to empower you with strategies to turn prospects into profits. Subscribe, leave a review, and start selling with confidence!

The Sales Hunter University

The Sales Hunter University offers top-tier sales training available in real-time or on-demand, accessible on any device. Named a Top 10 Sales Development Program in 2022, it’s perfect for sales teams, managers, and driven individuals. Each course is expertly designed by Mark Hunter to deliver the results you need.

Sales Logic Podcast

Ready to amplify your sales impact?

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money.

When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.

The Ultimate Email Prospecting Guide - Mark "The Sales Hunter" Hunter

Download the Ultimate Email Prospecting Guide today!

Enter your information and we’ll immediately send you our most popular download, and add you to our weekly Sales Tip newsletter.