HOT Sales Tip for Business Growth: Remember To 'Ask For The
Sale'
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.
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