How to ask for the sale…
Closing prospects is an art form. It is a learned skill. To improve your closing skills, you have to learn how to ask for the sale.
To clarify, I’m not talking about going for the hard-sell either. There is no reason to be high pressure or pushy. But, you do need to lead your prospect to a decision!
I have found from personal experience that if you don’t ask for the sale, you won’t get it! Even if the prospect WANTS to buy your product or service, you have to ask them to do so, or they will do NOTHING.
It’s crazy, but most people need to be told EXACTLY what to do or they will do nothing at all. It’s just human nature to procrastinate, and drag out making a decision.
Can you relate? Looking at my own life, I am pretty decisive by nature. I am normally pretty quick to make a decision. That being said, there have been times when I have interacted with salespeople and stalled to make a decision.
On the other hand, I have interacted with other salespeople, and ended up making a decision on the spot, because they asked for the sale and acted like a professional.
Whenever you are talking with a prospect, and they express any type of interest whatsoever, strike while the iron is hot and ask for the sale!
How to Ask for the Sale: 11 Things You Can Say
Here are a few examples of how you can ask for the sale. These are all closing phrases I have used in the past with great success.
# 1 Which product would you like to try with your first order: product “A” or product “B”?
# 2 How about we take two minutes right now and call the company to get your account created and order placed?
# 4 What questions do you need me to answer before we get you started today?
# 5 Which product would be a better fit for you, this one or that one?
# 6 You sound very interested. Let’s take three minutes and get your account set up right now.
# 7 Which credit card would you like to use for your first order?
# 8 On a scale of 1-10, how motivated are you to make a purchase today?
# 9 Where would you like your first purchase delivered to?
# 10 If you could just sign your name right here on the invoice, I’ll place your order for you today.
# 11 Would you rather pay retail or wholesale on your first purchase?
These are just a few things you can say to ask for the sale and close your prospect. None of this is rocket science. None of this is high pressure. You’re just LEADING your prospect to a decision.
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Assume the Sale & Overcome Objections
You really need to ASSUME that your prospect is going to buy from you. Having an assumptive attitude makes a big difference. Your prospect will sense your confidence (or lack of it).
Never ask your prospect “what do you think?” That is a quick way to lose them. Instead, use any of the examples I provided above. That should help significantly.
The worst thing they will do is give you an objection or tell you no. If you never ask for the sale, you won’t make the sale. What do you really have to lose by asking them to buy?
I also want to remind you one last time that even interested prospects will not join or buy unless you ask them to. It’s just human nature NOT to make a decision.
Always, and I mean always, ask for the sale. If you get an objection, which you probably will, answer that objection to the best of your ability and then ask for the sale again. Continue to do this until you get a definitive yes or no.
You might have to overcome several objections. That’s normal. Very few people will give you a YES without giving you a few objections first.
Objections simply mean the person needs more information to make a decision. It does not mean they are not interested.
You don’t need to be pushy, but you must overcome objections, ask for the sale and lead your prospect to a decision. This is what professional salespeople do! They help people make decisions and take actions. They get people OFF of the fence.
In conclusion, if you don’t ask for the sale you won’t get it. That is the truth. Whenever you have a conversation with a prospect, always ask them to buy. Overcome each objection they give you and keep asking for the sale until you get a definitive yes or no.
On a side note, I’d love to hear how YOU ask for the sale with your prospects. Leave a comment below to share some of your best closing tips. Thanks for visiting my blog. Have a great day.