Imagine you have just completed the best sales presentation you could possibly give. Your prospect is very happy with what you've told them and they are happy with the price. It's pretty much a done deal but for some reason you don't ask for the Business.
By Steve King
I don’t really know the reason that would make sales people go through a whole sales presentation, getting to know their prospect, the prospects’ needs, matching the needs of the prospect to the product or service they are selling and then not asking for the business.
I don’t believe it.
Well I am in total agreement with you, it should never happen - but you will be very surprised to hear that this happens all of the time and sometimes from very experienced sales people. To be perfectly honest, I don’t really know the reason that would make sales people go through a whole sales presentation, getting to know their prospect, the prospects’ needs, matching the needs of the prospect to the product or service they are selling and then not asking for the business.
Some Sales People get themselves all worked up when they know they have to try to close a sale. I know it sounds crazy, but it’s the best reason I can offer. Closing is a feared word in sales for some Salespeople but it really doesn’t need to be. If you always follow a proven sales process it’s not a problem because when you get to the end of it, it should be the one thing that you do automatically.
At the end of your presentation, it’s really easy to ask you prospect a straight forward question 'would they like to go ahead?'
If you have followed your sales process properly, you will have already dealt with any objections or reasons not to buy, so there should be no problem in getting a positive response. You’re not going to convert every sales pitch that you make but by asking for the business you will increase your chances.
You may have heard the phrase - by not asking you may not get - this is very true in sales. always make sure you ask for the business, especially if you have taken the time to do a full sales presentation - or you’ll find that you have just wasted your time snd your prospects.
Always ask for the business, even if you think you’re not going to get it -you may well surprise yourself. There have been many occassions that I have got the business by asking for it, even though I had inwardly thought that there was no sale to be made. So always, always ask for the business.
Looking for a new career? Get into Sales and let Steve King help you become a success. http://www.beginnersguidetosales.com . You can find out more from Steve at his blog http://www.steveking.biz