Ramping Up To Asking For The Sale
In the last few steps we discussed creating a mental checklist, asking open ended questions and listening with intent so you can formulate a solution on the fly.
Now that you’ve pitched your solution you’re at that awkward stage of asking for the sale and this is where 80% of sales people trip up.
Asking for the sale can sometimes feel a little uncomfortable, I won’t disagree there. What you have to remember is that they’re expecting you to ask. When you ask for the sale you’re giving them permission to say “yes”. If you’ve done your job well asking the right types of questions and keeping in mind what their true needs are then it’s really a logical conclusion to the discussion.
How To Ask For The Sale
I like to approach this quite directly. It’s like ripping off a band-aid and if you can say it with confidence in the solution that you’ve provided your customer will usually go with the flow because, to them, you have been giving them all the indicators that you know what you’re doing.
“So how does this sound? Would you like to take a seat and we can get started filling out the paperwork?”
While we previously focused on asking open ended questions, we want to do the exact opposite. You really only require a yes or no answer.
If it’s a “yes”, then it’s time to finish the job.
What To Do About “No”?
A “No” means you’ve probably pitched a solution too early, meaning you’re missing some information. Go back to step three and ask more open ended questions. Build your mental checklist, then ask again.
Don’t be afraid of a rejection. They’re still standing there, right?
It just means they’re still withholding some information, or they simply don’t like what you’re offering.
Knowing When To Ditch
Some sales can’t be won because the customer isn’t ready.
I’ll let you in on a little trick that I used to do at least once a day.
If you’ve been through the cycle on getting all the information, building up to asking for the sale, finally “popping the question”, and getting a rejection several times then you’re well within your rights as a sales person to stop wasting everyone’s time.
I could often be heard saying to the customer: “I don’t think you’re quite ready to buy something yet and I hate being all high pressure. So take these brochures, have a think on it overnight and give me a call if you’ve got any questions.”
I’d say more than half of them would come back ready to buy within the week.
The Advantage Of Online Sales
The advantage of online sales is that you aren’t trying to force a decision on your customer. They get to say “when” they’re ready.
Your sales copy and product literature can get them nodding their head saying “yes” all they like, but you get to skip the awkward question of do you wanna do this or not?
This isn’t to say that a strong “call-to-action” isn’t needed. In fact that’s your version of asking for the sale.
Strong wording here is the winning ticket, be confident in your offer and make it simple for them to progress. Remove those metaphorical barriers, then be quite up front and present the option to buy.