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Digg it UP - HOT Sales Tip For Business Growth: Remember To 'Ask For The Sale'
Are you a small or medium sized business that is struggling to survive? If so, where is your business located? Each year, millions of small to medium sized business owners experience business debt and end up seeing their dreams fail. The majority of the time, the business concept was right on, but location was the problem. Yes, the location. If you are trying to operate a business, but you are located in an area where your business cannot reach its highest p
“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
Is your business to business company aligned with your customers, or only with your product development team? Ask the people in your company in sales, service, and support to tell you what really bothers them the most about the way new products are launched at your company. Are your sales people frequently being asked to sell products which don’t yet exist? How about selling products that you absolutely have to offer in order to compete, but there’s no clear p
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 o
If you are considering going into business for yourself, it makes absolute sense to be as prepared as possible. Here is a checklist of things you need to consider.1. Living Funds – Unless you are one of the very lucky few, your business will not be profitable from the word go. Remember, it took even mighty Google a couple years to even find funding to make a serious effort at becoming an Internet giant. How much money do you have set aside for living expen
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
Odd question, isn’t it?Not really. The answer to it can determine your success potential.The Customer Is Always Right - NOT!In many cases, you are the customer. Especially when dealing with other providers, insurance people, your banker, funding sources and a host of others who help support you in your business - and personal - activities. And any failure on your part to be a good client/customer to those supplier
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
Have you thought about starting your own business? Have you started one and are having challenges with marketing, fear of failure, fear of success…I could go on and on. Has the question, Now what? ever entered your mind? If so, I would like to share my story with you. A journey, from corporate to business owner and everything in between.After working in the corporate field for 25 years, an opportunity presented itself to start my own business, to work out
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
Interaction today comes in two ways: human-to- human and human-to-information. As a natural extension of the Information Age, the Interaction Age has come with messaging capabilities and real-time conferencing supplementing office productivity. Yet with all of this technology at our fingertips, it is easy to lose sight of what makes essential and productive communication between team leaders and employees. Of particular concern is the kind of communication that f
“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
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