How Not Asking for the Sale is Failing You
A prospect will almost never come right out to you and say, “Okay, I want this product right now” unless they desperately need the product and they’re familiar with your brand.
Let’s take the all so lovely TV commercials as an example. When watching the presenter display the products you may be interested in it, but what really gets you to pick up the phone and call in?
Is it not when the presenter says, “Call now to purchase yours today”?
Asking for the sale swings the ownership of the situation from the seller to the buyer.
Up until you ask for the sale you are likely presenting your product to the buyer. The buyer is listening to you and at this point has not had the opportunity to make a formal decision. Once you ask for the sale, the ownership of the outcome switches from you to the buyer and pushes them to make a decision.
Whether the decision is “No” or “Yes”, it empowers you with more insight into their thinking and gives you an opportunity to address objections.
Why Are We Afraid to Ask for A Sale?
The answer is simple – fear of appearing forceful and unlikable. We don’t want our prospects to feel like we’re forcing them into a sale, instead, we feel if they are genuinely interested they will purchase anyway.
Firstly, rejection is nothing to be afraid of. The prospect is not rejecting you as a person, he or she is rejecting the idea of having to spend on a product you are advertising. This could be for many reasons; lack of funds, life situations or even because the product doesn’t meet their needs.
Rejection should be embraced. You should take it as an opportunity to learn what people are looking for.
Secondly, asking for the sale does not have to be forceful. In fact, if the prospect is already persuaded, asking for the sale can be as simple as saying, “Perfect, let’s start filling out the paperwork.”
How to Ask for the Sale?
- Know what you want to achieve. This might sound obvious, but many salespeople make the mistake of not knowing exactly what they want from a prospect. Do you want them to sign a million-dollar deal on the dotted line? Make sure you know! It’s easier to ask for it once you know what you want.
- Give choices in your favour. When you give a prospect only two options (all in your favour), they somewhat feel compelled to choose one. An example may be, “May I sign you up for the executive plan or the basic plan?” or “Which would you prefer, white or red?”
- Be confident. As you ask for the sale make sure you speak boldly and confidently. Prospects will hesitate to accept your offer if they notice even a small amount of anxiety in you.
- Stop talking. Once you’ve asked for the sale avoid rambling on about why they should take your offer. You’ve done your part, now allow a bit of silence so the prospect can make a final decision.
Asking for the sale does not have to be forceful. If you can master the science of asking for the sale using the tips above, you will close more deals.
This week, perform a little experiment:
Keep track of all your sales meetings on a spreadsheet. Mark each time you asked for a sale and each time you didn’t on the spreadsheet. When you’ve made a sale, go back to your spreadsheet and mark it in another colour. At the end of the week calculate the success rate between asking for the sale and not asking for it. Let us know your results HERE and our friendly staff will discuss it with you in a 30-min free consultation.