In the thirty some years of training sales people, I have found that one common reason they don’t close more sales is that they forget to ask the question.
Yes, they actually forget to ask the question – as strange as that sounds. I notice they are so passionate about the presentation that when they’ve finished they are quiet. They think asking is implied and the customer will miraculously say, “Wow, that was great, let’s go.” Instead the customer is quiet and the next thing the seller says is, “ You probably want to think about it, right?” What’s the buyer to say? Of course they’ll say right. And the follow up calls sound like this, “What questions do you have? What do you think about what we talked about?”
One of my biggest sales tips is to remember to ask!
A recent course graduate shared an interesting conversation. When she followed up with the prospect they told her they didn’t think she was really interested in their business. As she asked for clarification, they said she didn’t ask them to buy.
The Ask, Ask and Ask Sales Tips for Closing
1. Ask, ask and then ask again. The first ask is to test the temperature. Find out if the buyer is hot, medium or cold. You’re uncovering what they are thinking and feeling yet not telling you unless asked. Some examples are: “Based on what we’ve discussed to date, how is this in alignment with achieving your initiative?” ,“Will this solution meet your criteria for success?” or “What else do you need to know before moving forward with this plan?”
2. If the response indicates a medium or cold response to you being their business partner, the second ask is for clarification. “What is missing?” “Provide me some greater insight into that comparison.”
3. The third and last Ask occurs when you’ve answered the medium or cold response clarification questions and cleared up any misconceptions or misunderstandings or when you received an affirmative answer to your first ask question. This time you ask for your final buying action. Is that a signature, a credit application completed, the next meeting, or the purchase order.
Now make it a rule to ask even if the prospect doesn’t seem interested at all!
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