I had the special opportunity to speak to a group of sales people this month with loads of awesome questions! At the very end, a young lady asked a question I hadn’t thought about in a long time: “So… like, how do you ask for the sale?”
Asking for the sale should be the absolute easiest part of the entire sales process. To anyone not in sales, the question, “So are you ready to make the purchase?” or “All I need is a signature here.” may sound intimidating. For experienced sales people, you know it’s the simplest. Why? Because at this final stage, you should have EARNED the right to ask that “tough” question.
Let’s think about it…
First, you listen and understand the client has a need. Then you repeat back their need to make sure you got it right and ask questions to be 100% sure. You can now make suggestions and recommendations over and over until you have fine-tuned the solution and your client is happy. Your quote is exactly what the customer is expecting. It is teamwork. The two of you work together to make sure everything lines up perfectly. This can take time. Weeks, months maybe even years. After all of that dedication and patience, you have absolutely earned the right to ask for the sale.
Here is when NOT to ask for the sale…
If you approach the client with a transactional, one-time purchase attitude without investing time to cater your recommendations exactly to their needs. If you do not listen mindfully to what is really important to your client, your recommendations will not match their desire. If you have not built the rapport and shown your client you are fully invested in this outcome, do not ask for the sale. The client will pick up on that energy and will not be able to establish trust.
By working together to create a solution, you have many opportunities to showcase your trustworthiness. Do you follow up when you say you will? Do you send the quote when you say you will? The process itself is a great time to earn respect, establish communication, and ultimately build a long term partnership.
So! Don’t be scared! Follow the process and ask for the sale.
Peace, Love, Sales,
Nadene
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