When you think of asking someone to take action and purchase the product or idea you represent, do you feel more nervous or excited? Most of the salespeople I’ve met, experience some degree of both.
Courage isn’t the absence of fear, it is the ability to take action in spite of fear. Fear may seem like a strong word but it is real in the salesperson’s world. As a matter of fact, the fear of rejection is something most of us face at some time in our lives.
Guys want to ask that lady out or ladies want to let that guy know that they are interesting. We want to tryout for that team or singing group but we don’t because of the fear of rejection. I remember going through a time of fearing rejection on the phone, until I was reminded that people couldn’t punch me through it. And I sure wish I had tried to kiss Janet (later to be my bride) sooner!
Here are five easy ways to ask for the sale.
- “How do you want your name to appear on the title, application, etc.?” A variation of this question, when there is more than one person involved, is “who will be first Dan or Janet?” If they give you the information, it usually means a sale. If not, they will tell you.
- Give them an either/or question. “Do you want to pay for it in full or would you rather use the payment plan?” (or) “Do you want to take it with you tonight or would your like to pick it up tomorrow?
- Recap the benefits that the customer was impressed with, and make this statement. “Since this product meets your needs so well, let’s take care of the paperwork so you can start enjoying it right now.”
- When a customer offers an objection like, it’s not the right color, size, or term ask: “If we could get the right color, size or term could we earn your business?
- Just ask for the sale. The biggest mistake is to not ask in some way, shape on form. These are not very creative but they are better than not asking at all and they can lead to a sale. “What do you think?” “Will this work for you?” “Lets save you time & money and wrap this up right now, What do you say?”
One evening, Danny stopped by the dealership, and after greeting him at the door, I preceded to try to build rapport as we walked around looking at cars. He seemed very non-committal and did not encourage me in my attempts to build rapport.
After about thirty minutes of wracking my brain, I still felt uncomfortable and frustrated, because I was getting nowhere as I tried to break through the barrier Danny was quietly raising! Finally, I stopped walking and Danny paused with me.
It was a pleasant summer evening and quiet on the lot, except for what I said next. I looked Danny in the eye and not knowing what else to do, stated “Danny, I have been trying to build rapport with you for the last half hour. I want to help you find the right car, but I can’t figure out where to go from here.”
I just blurted it out and must admit, I didn’t know what to expect. Danny’s first response was a big laugh. It was an ice breaker that allowed him to open up and within an hour he drove a new car off the showroom floor!
If you carry the title of salesperson, sales specialist or some other title referring to the sales profession, people expect you to ask for the sale. If you are new at sales or just can’t come up with the right words, just ask in this way.
“Mr. customer, I am not as polished at sales yet as I want to be, but I want to earn your business. If you will tell me what it takes to do that, I will do every thing in my power to make it happen!”
Please share some of the ways you ask for the sale.