by Sales trainer Peggy Carlaw
Here are some things to keep in mind to help you remember the importance of asking for the sale:
— If you’ve done a good job explaining the benefits of your product or service, you have every right to ask the prospect if they’d like the opportunity to enjoy those benefits by purchasing what you’re selling.
— People aren’t naïve; they know when someone’s trying to sell them something. It’s both odd and even a little rude when a salesperson makes a pitch and doesn’t follow through by asking for the business. The customer can be left wondering, “What’s the point of this? Does this salesperson really think I have nothing better to do with my time than hearing about this product?”
— Asking for the sale is the efficient thing to do. If you truly believe in what you’re selling, you’ll want to successfully meet the needs of as many prospects and customers as possible. Asking for the sale helps you do this by encountering any concerns or objections to overcome in this sale, or by giving the customer the right to say “no” and letting you move on to the next potential customer.
Remember, selling is a process of matching the needs of your customer with the benefits of your product. That process isn’t finished until you ask for the sale.