Ask for the Business
Many times in the process of making a sales presentation to a
potential client, we will break down our product piece by piece,
explaining all of the features and benefits it has to offer,
then we expect our customer to have immediate buy in, and
purchase our product based on the presentation they just heard.
Unfortunately, it does not work that way. Simply explaining your
product is not enough. To many times we are satisfied with our
presentation of the product that we forget our number one goal.
Closing the deal!
Customers will get up from your desk, or hang up the phone,
parting with statements such as, that sounds great! Let me think
about it, or let me discuss it with my spouse and get back to
you.
The number one reason we do not ask for the business is the fear
of rejection. We would rather end our presentation on a happy,
upbeat note, and leave the ball in our customers court.
Ask yourself this question:
Would Michael Jordan leave the ball in the opposing teams court,
or would he take the ball to the hoop?
You should be doing the same thing at the end of every sales
presentation, take the ball to the hoop, except in your case,
ask for the business and close the deal.
One of the best techniques for doing this is by asking leading
questions.
Here are a few examples of leading questions:
How about we open an account for you right now?
Why don’t we take a minute and get you started?
What do you say I go ahead and order an appraisal right now?
A leading question basically leads the customer in the direction
you want to go with them, if they weren’t interested in your
product, you would never have gotten to this point. It is just
following through with everything you just explained to them.
They are most likely going to agree with you and buy your
product because the information is fresh in their mind. The
minute they leave your office, or get off the phone, your
business card is left in their pocket, all but forgotten, headed
toward a wash cycle, or the napkin they wrote your number on is
headed for the trash.
Out of sight, out of mind!
So strike while the iron is hot!
Get their business while they are in front of you, because they
may never be in front of you again!
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