Asking Reflex Questions

By Tom Hopkins

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Another way to begin the entire closing process is called the "order-blank" close, where you ask a reflex question. A reflex question is a question that they can answer without even thinking.

The question might be "John, what is the correct spelling of your last name?" Now, of course, only ask that if it is an unusual name. Don't ask that if it is a "Jones" or a "Brown." Or you might say, "John/Mary, what is the correct mailing address for our statements your home or at the office?" Or you might say,"John/Mary, I've been running at such a fast pace that I've lost track of time; do you know the date?" They tell you the date. You say "let me make a note of that," and onto the paperwork.

One of my very favorite ways to get onto any purchase agreement form is to just analyze which of the two people is the most favorable about going ahead and then just smiling, looking them in the eyes and asking their middle initial. "Mary, do you have a middle initial?" She says, "Well, yes, Tom, it's 'B.'" I make a note of that, and I'm onto my paperwork.

When you fill out your paperwork, please realize you must always be chit-chatting with them. You can't remain silent; you must keep talking. My heart goes out to new people in selling that lose their first three sales because the form is foreign to them. Any piece of paper you fill out must be like your best friend. You must know it and you must be able to fill it out as a reflex. Because if you have a lack of confidence, so will they.

From: Closing the Sale DVD
© 2007 Tom Hopkins International, Inc.
KKT-006-006090

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