How to Win the Struggle of Asking for the Sale Every Time.

Asking for the Sale is Uncomfortable.

"Timid Salespeople Have Skinny Kids." — Zig Ziglar

In the last 25-plus years of being in the Sales Industry, I can tell you that no customer has ever said, "OK, I'm ready to do this; sign me up." No matter their interest, they usually walk out the door unless you specifically Ask for the Sale.

I understand that asking someone to buy from you, to write the check, and to sign on the dotted line, can be a scary and uncomfortable proposition, especially if you're relatively new to sales.

The trick to overcoming this fear is gaining the knowledge and understanding that the customer IS there to buy, and they need you to push through to the next question, give them additional insight, and Ask for the Sale.

Unfortunately, too many salespeople fear being seen as pushy or sounding like what they think is a used car salesman.

The truth is you don't have to be pushy to CLOSE someone. If you've done an excellent job of moving them through the sales process and solved their problems as you go, closing the Sale is just the next logical step.

By the time your presentation is complete, your goal should be to have given them valuable insight into your product, solved the problem or problems they had, came in with, and successfully listened to and answered any of their objections.

Once the customer is convinced, asking for the Sale is as simple as saying, "Great, let's start filling out the paperwork."

Asking for the Sale means Risking Rejection.

Refuse to attach a negative meaning to the word 'NO.' View it as feedback. 'NO' tells you to change your approach, create more value, or try again.

Sales Professionals are in front of hundreds of people each year, yet they tend to have low sales rates because they're only asking for the Sale from the ones they believe will say yes instead of no.

Successful salespeople expect Rejection, and they know that very few, if any, will say yes, at first. Especially if you're asking for the Sale after every encounter with the customer, which you should be.

They expect a "NO." They know Rejection is part of the game, and it's how you find the information you'll need later in the closing zone.

They practice and prepare their responses expecting to get a "NO."

They are never surprised by a "NO." It is not something to be avoided but sought after as you gain precious information that moves you closer to your goal, another sale.

In truth, if the customer says "NO" and they're still standing there, or they haven't thrown you out, it's not a "NO"; it's "NOT YET." They want you to push through the "NO," ask another question, and give them more INSIGHT!

To Be Continued. Stay tuned for part 2 coming soon!!