Updated: Sep 25, 2019
Believe it or not, asking for the sale tends to be the hardest part of the sales process. It can become very uncomfortable simply because you are too focused on them saying no and you may feel as though you haven't done enough to get a definite yes. Let me be the first to tell you, "ASK FOR THE SALE!" Of course, easier said than done right? Well that's why I am here to assist with some techniques that will assist you along the way.
There are certain cues that you should be able to pick up on. After you've had your greeting, pitch, deeper questioning where you've built rapport, and your presentation, then you are ready to ask for the sale. The build up to this point is what is crucial. I don't want to get too far off the topic of closing, so if you want to learn more about the process and techniques leading up to the close, then click here to find out more.
You want to create an impulse before you ask for the sale. Whether this impulse is lengthy or an immediate one, it is better to have a set up that leads to you asking for the sale. When/if an objection is given to you and you are able to overcome it, naturally you want to ask for the sale, however, in order to give yourself a better chance make sure the customer understands that you have cleared any confusion or that you have overcome the objection. This will make them feel better about any concern which will put them in a position to wait on you to wrap it up by asking for the sale.
The closing triangle is another method that I suggest you utilize if you are given an objection. The closing triangle is after you ask for the sale:
1. You are given an objection.
2. You overcome the objection.
3. Ask for the sale again.
You want to keep them locked in this cycle. If you overcome the objection and go off into another subject, then you have greatly reduced your chances of getting the sale.
Another closing technique is the "YES-YES" method. The yes-yes method is a suggestive way of asking for the sale. You want to utilize this method after objections or even right after your presentation. After you've overcome an objection, then ask 2 questions that will lead to a yes. Questions like, "Have I shown you how you no longer have to worry about _______?" Then follow up with another question that leads to a yes. Once you have asked 2 questions ending with a yes, then immediately ask for the sale. Typically by asking if they understand 2 key important points that you've made that end in a "yes", then it is prime time to ask for the sale. Another benefit here is that you have asked for the sale on a high impulse.
Ultimately, asking for the sale is the gauge to knowing what needs have to be met, and what you may have to work on in your sales process. In my sales training course, I go much more in depth about the full sales cycle, what to look out for, and how to go about setting yourself up for a successful close. Although you will not close every deal, the key is to get better and to work on mastering your craft. With more practice and continued training, you will definitely increase your sales percentages!