Just ask!
If you want something, you must ask right? It’s unlikely you will get something if you don’t ask for it. We know this principle applies in everyday life. Why is this principle often forgotten in sales?
Most of the time, people need to be invited to buy. If you leave the customer to their own devices, they might make the decision themselves, but often they won’t. Something happens for people in the buying process which naturally makes them hesitate to take that step. Inviting them to buy can help them over the line, when otherwise they would walk away.
Many people in sales do everything required for a great sales conversation, but fail to ask for the sale. They uncover the customer’s need, they demonstrate value, they solve the challenge with the right solution, they clarify any objections then never ask for the sale. Often this is due to fear of getting a “no”. Sometimes it’s just that they didn’t hear the buying signal. We’ll be covering listening for buying signals in two days time. Make sure to look out for that one.
I have witnessed business owners having amazing conversations with customers, and watched as the customer is contemplating, considering and even physically fidgeting, waiting to be asked. They’re not asked, and they walk away. The best tactic is to find words which feel natural and genuine to you.
Today’s challenge is to create a closing question you can ask to invite the customer to buy. Think about your product or service. Your closing question will be specific to your business.
If you have a service based business, some examples might be:
- Let’s get started.
- When would you like to start?
- Would this week or next week be best for you?
- Do you prefer a Tuesday or a Thursday?
- What time of day is best for you to come down?
- Are you ready to move forward?
If you have a product based business:
- Would you like to take it today?
- Is there anything else you would like today?
- Shall I put that through for you now?
- Where can I send that to?
- How would you like to pay for that today?
- Will you be paying with cash or card?
Practice listening for the buying signal which tells you the customer is agreeing to your solution. Practice your closing question again and again. Try asking it in different ways and then tweak it until you perfect it!