Ask!įorbes Coaches Council is an invitation-only community for leading business and career coaches. This item: AMP Research 76240-01A PowerStep Electric Running Board, 1 Pack ,Black. If you have consistently invested the time and energy to create an influential relationship, nothing stops you from asking for the sale. It is not the customer or prospect’s job to close the deal themselves. Either you do not believe in your product enough to be convincing, have failed to consistently ask for a decision during each interaction or you lack the influence needed to guide a customer to the right decision. If you are, you likely failed to earn the right to do so. If you have been consistent in your sales approach and developed an influential relationship with the prospect, you should not be afraid to ask for their business. If this describes you, go back through your sales cycle and identify possible gaps. Many sales professionals are inherently afraid of the word no, so they refuse to ask for yes. Create the momentum that leads to a successful close. Instead, use every encounter to ask for a decision. Don’t leave any encounter open to questions. If you have an in-person meeting, ask for a decision to continue meeting until the sale is complete. If you have a phone call, end the phone call by asking permission to speak again at a specific date and time. Ending every interaction asking for a customer’s decision will generate the necessary momentum to continue the sales cycle until you ultimately close the deal. Never leave a situation without a decision made on what comes next. Lay it out, then stop talking long enough for them to respond. If they have a no-nonsense way of operating, be straightforward when asking for their business. You should tailor your closing according to their personality. After spending time getting to know them, you know their personality well enough to understand how they operate. You have likely developed a strong relationship that has increased your level of influence where they respect your advice. When you have spent time getting to know your client, you know their personality well enough to understand how they operate. When you believe your solution is the best, there is no room for anything or anyone else to compete. You must be so in love with what you do and the solutions you offer, you feel guilty not asking for their business.
By focusing on how your solution benefits the prospect, you will increase your confidence. You must know, without doubt, that your solution meets the customer’s need, benefiting them in a way no other competitor could. Customers can sense when you lack conviction in your proposal.
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