Ask For The Business!

A selling fact is that 68% of sales at not made because they are not asked for. Time and time again sales are lost because the sales person is uncomfortable about asking because they fear rejection. If everything else has been done well then closing the sale should be a natural progression in the conversation. One easy thing to do to increase closing rates, is to test close regularly throughout your presentation. This is done by asking questions to test the buy temperature. The more small agreements you receive will assist the prospect to making a larger one later on. The more specific you make a test close the more effective it will be, for example many people use the test close ? can you see yourself training here? this is not effective as it is not tailored nor specific. To improve this test close make it specific ? So Christine can you see yourself working with your trainer at the club to reduce weight around your tummy and thighs so your ready for your holiday in December? How good is that going to be??

The plain fact is closing is done by just asking a few questions once the solution has been presented. When closing the sale always give the prospect two options to buy this will increase your success as many sales people just give prospects one choice. To makle this easy for you use alternative choice questions like ?so which program are leaning more towards is it the (A  program) or the (B program)? then ask for the sale. Never ask them to pay as this will take the prospect into a logical way of thinking and this helps create objections, so always ask the prospect to ?Fix it that up?, ?Take care of that? or ?Look after that? and the again give them two options, ?how would you like to take care of that cheque or savings?? The complete closing should be practiced daily and must be second nature for a sales person to perform.

The complete closing sequence would go like this:

? So John which program are you leaning more towards is it the A program or is it the B?? wait for the decision then say ? great all we need to do now is fix up a little but of paperwork to get you ready for your holiday in December, so John how do want to take care for that is it cheque or savings?? listen, when they say savings you would say ? so its saving is it?? they will say yes, then you would continue by saying ? ?ok I?ll take care of that now and lets get you for your trip are you excited??

Always conclude the conversation by returning to the pleasure they want, as this will have the prospect thinking emotionally thus increase the probability of the sale and reducing the possibility of getting an objection.

Selling is a skill that can be learnt and needs practice daily. To maximize any businesses income potential it is necessary to learn all the basics selling skills and perform them well. Become a continuous student in the art of sales and communication and watch your sales increase and selling will become a lot easier and heaps more fun.

Steve Jensen