Sales: Ask for it!
One very important lesson that I have learned is to just ask for whatever it is I am wanting. When I started out in sales it was the fear of rejection that stopped me from boldly asking for the sale when it got to that stage. In the end, I would usually get the sale, but it would be a could be a very drawn out process.
We all sell something, it doesn’t matter exactly what it is that you sell, the concept is the same. It’s a numbers game. The more people you talk to, the more prospects you get, and in turn, the more sales you generate. As I previously mentioned in another post, time is the most valuable asset. Therefore use it wisely.
You can save days of work and anxiety if you front up and be open and honest with your prospect. If you’ve done the work (put together a proposal or whatever), and you think it makes sense to them, then ASK FOR THE SALE.
You’ll be surprised at the results. Some people might think you’re a bit arrogant, but I bet your sales will increase. At the end of the day, you are simply stream-lining the sales process. Instead of it taking 3 weeks, you can now get an answer in 1 week.
Remember too, that if you have followed the sales process correctly, then asking for the sale is the next natural progression. If you have done your job properly, your customer expects you to ask for the sale, so there’s no point in fearing that occasion.
Another advantage is that your customer/prospect usually appreciates your honesty and your confidence will do a lot for the sale. By asking for the sale every time, you will increase you strike rate and free up more of your most precious asset - time.
Tags: Ask for the sale
October 31st, 2008 at 12:53 pm
Very good advice
November 2nd, 2008 at 11:18 am
I like what you say about asking for the sale; it’s very true. But, just as true is the fact that, more often than not, if someone says no, what they are really saying is, “I’m afraid.” Maybe they’re afraid that the item or service doesn’t justify the cost, or that they can’t defend the purchase on a logical basis. Maybe they are afraid that you lack the integrity to follow through, or to stand behind your product, or that the product isn’t the best choice. Sometimes, they are afraid of the salesperson’s personality; you’re too slick (think used car salesman), or too familiar, or that you don’t understand what they need. But, if you look at a person who is saying no to purchasing from you, and ask yourself, “What is their fear?” it does two things immediately: 1) It removes any feelings of personal rejection on your part, and 2) It (almost palpably) focuses the energy back on your prospective client, and they feel important again, and like their feelings are being addressed. Now, there are instances when a person will have fears that are substantiated, and there’s nothing you can do to alleviate them, but most of the time, if your focus is on the comfort and fulfillment of the customer’s emotional needs, while also giving them information that will help them logically defend their choice to buy from you, you will make the sale.
If you have done all this, asking for the sale will be a mere formality, not a fear-provoking giant step in the sales process.
Theresa Hartman
The Thrifty Millionaire
http://thriftymillionaire.wordpress.com/