Do You Ask for the Sale?
Most salespeople would answer this question with an astounding “YES!” However, upon further examination, they only ask for it when they think the customer will…
Most salespeople would answer this question with an astounding “YES!” However, upon further examination, they only ask for it when they think the customer will…
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Most salespeople would answer this question with an astounding “YES!” However, upon further examination, they only ask for it when they think the customer will buy. What if the salesperson is wrong? What if they don’t ask, and the customer would have bought if they had.
Hockey legend, Wayne Gretzsky, has been quoted as saying:
When it comes to selling anything, you must do two things:
If you do not do both of these, with every customer, you are missing your shot by not talking it. Logic asks, “Why wouldn’t every salesperson present a proposal and ask for the sale?”
The number one reason is FEAR OF REJECTION! This is easy to understand, no one likes to be rejected. However, you as the salesperson, are not being rejected. In fact, the customer is not even rejecting your product or service. They are only telling you, not right now. At that particular moment, they have not seen enough value to make a buying decision.
Closing the sale should ALWAYS be the easiest part of the sales process. If everything before the close was done properly, the close will soon become the next natural step. The more difficult the close, the less effectively the previous steps of the sale were handled.
Think about your sales process:
The more effectively you build your Customer Profile, the more likely you are to select the right solution for the customer.
The closer to perfect the solution is for the customer, the more effectively you can present and demonstrate that solution to the customer.
The more effective your presentation and demonstration is the more likely the customer is going to want to know what it is going to take to purchase this solution.
An Investment Proposal, that hits the mark, on the right solution, is easy for a customer to say “yes,” to.
Ask you can see; every stage of your sales process naturally rolls into the next. Any resistance after you present the Investment Proposal can be traced back to something mis-handled during the previous steps. Always build a rock-solid Customer Profile. Always build value that is relevant to the customer. Always focus on the next step in the process. If you do these things, presenting a proposal, asking for the sale, and getting it will be as simple as can be!
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