HOT Sales Tip For Business Growth Remember To Ask For The Sale
HOT Sales Tip For Business Growth Remember To Ask For The Sale
They don’t ask the customer to buy!
And it can hurt your sales and your small business growth if you’re a business owner, or it can impede your sales success if you’re a salesperson.
So let me ask you this question.
In your own experience as a customer, have you ever been served by a salesperson to the point where you’re saying to yourself, “okay I want to buy this now!”… And the salesperson either leaves you, keeps talking or just forgets to ask you to buy?
It’s a little uncomfortable isn’t it?
It happens all the time.
Too many salespeople forget to ask the customer to buy. They may be scared of getting a ‘no’, scared of feeling ‘pushy’ or many other various reasons.
Whatever the case, here are some tips on how you can ask for, and get, more sales and have the customer love you for it in the process.
Read the buying signals from the customer.
If they are interested in you and they have listened to you present your products or services, they’ll be waiting for you to lead them to purchase.
The fact is this; if your customer is still talking to you at the end of your sales presentation they are ready to buy from you! You just need to lead them in what they need to do to buy from you.
It’s natural. They’re talking to you because they have a ‘problem’ that they need fixed, and you have a solution. Most often if they’re still engaging you in conversation they want to buy it from you. So ask them to!
However, you must have ‘skill’ in asking for the sale.
Which, without adequate sales training, many people haven’t learnt the ‘closing’ skills of what to ask, when to ask and how to ask for a sale.
In summary you ask people to buy from you by asking them an involvement question that doesn’t allow them to say ‘NO’.
An involvement question should get the customer opening up to the question you just asked rather than just saying a ‘yes’ or ‘no’.
An involvement question I use is this;
“Okay (name), based on what you were wanting in a [product] – how does this fit with what you had in mind?”
If they say ‘it fits perfectly!’ you can go straight to… “Okay, which credit card will it be easiest to process that on…”
When they answer that question they have bought from you.
And when you practice the above questions, and use it in your sales you’ll be amazed at how easily and quickly it happens.
The good part about an involvement question is that it still allows you to find out what they don’t like about your product/service so that you can adjust your offer to suit the customer.
For example, if your customer says “No it isn’t perfect”. You can then ask some more questions to help you find out what isn’t perfect for them, so you can change it if needed.
You can pinpoint what they don’t like by asking…
“Okay, that’s fine, what do we have to work on to make it fit with what you had in mind?”
However, this rarely gets asked if you follow a good sales script from start to end.
This article is focused on ‘asking for the sale’ for those sales people that for some reason; shy away from asking people to buy.
By using the method described you’ll make the people that want to buy a lot happier sooner because you’re leading them towards doing something that they want to do.
Buying from you!
Get commitment at the end of your sales presentations, and you’ll make heaps more happy customers and in the process get heaps of business growth.
Copyright © 2005 by Casey Gollan. All Rights Reserved
Business Coaching expert Casey Gollan helps grow businesses by $1 million to $10 million in 1 to 3 years. Since 1996 his coaching programs have added over $375 million to small businesses. Go to his Melbourne Business Coaching website and watch a free business growth video series.
.
HOT Sales Tip For Business Growth Remember To Ask For The Sale - To learn more about this author, visit Casey Gollan's Website.
Like this article? Share it with your friends
Too many small business people lose thousands of dollars in sales and profitable growth each and every month because of one simple mistake.
They don’t ask the customer to buy!
And it can hurt your sales and your small business growth if you’re a business owner, or it can impede your sales success if you’re a salesperson.
So let me ask you this question.
In your own experience as a customer, have you ever been served by a salesperson to the point where you’re saying to yourself, “okay I want to buy this now!”… And the salesperson either leaves you, keeps talking or just forgets to ask you to buy?
It’s a little uncomfortable isn’t it?
It happens all the time.
Too many salespeople forget to ask the customer to buy. They may be scared of getting a ‘no’, scared of feeling ‘pushy’ or many other various reasons.
Whatever the case, here are some tips on how you can ask for, and get, more sales and have the customer love you for it in the process.
Read the buying signals from the customer.
If they are interested in you and they have listened to you present your products or services, they’ll be waiting for you to lead them to purchase.
The fact is this; if your customer is still talking to you at the end of your sales presentation they are ready to buy from you! You just need to lead them in what they need to do to buy from you.
It’s natural. They’re talking to you because they have a ‘problem’ that they need fixed, and you have a solution. Most often if they’re still engaging you in conversation they want to buy it from you. So ask them to!
However, you must have ‘skill’ in asking for the sale.
Which, without adequate sales training, many people haven’t learnt the ‘closing’ skills of what to ask, when to ask and how to ask for a sale.
In summary you ask people to buy from you by asking them an involvement question that doesn’t allow them to say ‘NO’.
An involvement question should get the customer opening up to the question you just asked rather than just saying a ‘yes’ or ‘no’.
An involvement question I use is this;
“Okay (name), based on what you were wanting in a [product] – how does this fit with what you had in mind?”
If they say ‘it fits perfectly!’ you can go straight to… “Okay, which credit card will it be easiest to process that on…”
When they answer that question they have bought from you.
And when you practice the above questions, and use it in your sales you’ll be amazed at how easily and quickly it happens.
The good part about an involvement question is that it still allows you to find out what they don’t like about your product/service so that you can adjust your offer to suit the customer.
For example, if your customer says “No it isn’t perfect”. You can then ask some more questions to help you find out what isn’t perfect for them, so you can change it if needed.
You can pinpoint what they don’t like by asking…
“Okay, that’s fine, what do we have to work on to make it fit with what you had in mind?”
However, this rarely gets asked if you follow a good sales script from start to end.
This article is focused on ‘asking for the sale’ for those sales people that for some reason; shy away from asking people to buy.
By using the method described you’ll make the people that want to buy a lot happier sooner because you’re leading them towards doing something that they want to do.
Buying from you!
Get commitment at the end of your sales presentations, and you’ll make heaps more happy customers and in the process get heaps of business growth.
Copyright © 2005 by Casey Gollan. All Rights Reserved
Business Coaching expert Casey Gollan helps grow businesses by $1 million to $10 million in 1 to 3 years. Since 1996 his coaching programs have added over $375 million to small businesses. Go to his Melbourne Business Coaching website and watch a free business growth video series.
.
HOT Sales Tip For Business Growth Remember To Ask For The Sale - To learn more about this author, visit Casey Gollan's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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