The best sales tip for new sales professionals to close more sales
What has parties got to do with closing sales? My husband and I love to entertain and take it as an opportunity to catch up with friends we don’t get to meet often enough. Recently, we had the pleasure of hosting someone we haven’t met in a few years (Let’s call him Al). The last time we saw Al, he was just starting on his new career in selling luxury-brand cars.
Since then, we have been reading his social media posts; He is now a successful sales professional and is normally a top performer.
“How has your journey been?“, we asked Al.
His answer, “At first, it was tough. Then I learned to add something to my sales pitch and it made the biggest difference.”
So here it is — the best tip for the new sales professional.
Best sales tip: Ask for the business.
More prospects do not always mean more sales
Al did not face any problems getting prospects. The brand of cars he was selling is popular and there were a lot of walk-ins at his showroom. He is a natural when it comes to building rapport, and can engage fast with prospects. Yet, for the first three months, he didn’t sell any cars because he failed to ask for the business.
What happened when he started to ask for the business? He sold 20 cars that month!
Why some forget to do this
It sounds illogical but it’s amazing how often this happens. As new sales professionals, we focus on creating rapport with customers, and the presentation of our products and services. These are still important things to do. However, when I was new in sales, I focussed my energy on product knowledge but I was scared to ask for the sale.
It was, of course, an irrational fear. Many may feel it is too aggressive or do not want to impose on the customer. For me, it was a fear of rejection — if I don’t ask, they cannot turn me down.
How to ask for the business
Detach yourself emotionally from the outcome of the sales conversation and ask.
It’s not about you; it’s about them. You are not selling; they are buying. Your responsibility is to help them buy. The customer is expecting you to ask.
Depending on the nature of your business, here are some ways you can ask:
“Here’s the confirmation form for you to sign.”
“Sign here and I can prepare for delivery in 2 days time.”
“That will be RM145 only. Thank you.”
“When will you issue the purchase order to us?”
“When do you expect us to get this system installed and running?”
So that’s it, folks! Ask for the business and build a rewarding relationship with your customers.
About the Author: Gina Phan is a consultant and trainer with Zinfinity Consulting. She currently conducts courses in business communication, leadership skills, and consultative sales. She also consults in library automation. Click here to contact her or follow her on Facebook.
#sales_tip #ask-for-the-business #gp
As someone who looks after a company’s finances, I will probably ask “How will you be paying us? Credit card, wire transfer or cash?” Sorry but I’m rather a straightforward individual, no drama-like questions 😛
Hi Alexandra,
Thanks for your feedback. No apologies required.
Asking a straight-forward question will work best in many situations. Nothing wrong with that.
Thanks for suggesting this.
/gina
Yeah makes sense. You got all the points right, even the fears. I’ll try to do this more often!
Hi Elanor,
I’m so happy this has helped you.
Go out there and try it. Let me know what the outcome is.
/gina