There are so many different beliefs, strategies and ideas on how to ask for the sale that I could probably write a new blog every day for a month and tackle it from a different direction. And, at the end of that month you and I both would be so confused we wouldn’t be able to spell “SALE”, much less ask for one.
I’m going to give you a technique I personally use. This is one I can endorse and tell you without question: it works. We’re not going to get into specific “closes” today, we’re just going to talk to about the process of asking for the sale.
However, before we get into that, let’s talk about a couple of other aspects I consider just as important as the words you use.
First and foremost is confidence. One builds confidence through repetition, practice and a general knowledge of what you are going to say. For example, if you have a scripted, well rehearsed, natural-sounding way of asking for the sale, your confidence will be exponentially higher than if you are “winging” it. (Note: never wing it)
Secondly, it is important that when you come to the part of the sales process where you do ask for the sale, don’t change anything. Don’t change your body language, how you’re positioned or your approach to the customer. If anything, the level of your voice should drop slightly, your speech pattern slowed and the inflection and passion in your voice should be increased. It is all about sincerity.
Finally, what should you say? Obviously this depends greatly on your product, so I’m going to have to give you a general one out of necessity. You can easily adapt this to your specific business. I want you to read this and then read it again and again and again. Memorize it. But, memorize it in a way where you can deliver it as naturally as you do your name. Again, you shouldn’t give any signal to your prospect that something is about to change (i.e I’m about to ask you to buy!)
“Mr. Prospect, you’ve said you like our product and it will solve the problem you’re having with tracking the turnaround time of your monthly reports. Here’s the best part: I’ve got two options for you! Option one would include installation, a 12-month maintenance package and full technical support for just $12,500 (pronounced “twelve-five”).
“Option two also includes installation, but comes with a 36-month maintenance package and full technical support for just $15,500 (pronounced ‘fifteen-five”) saving you almost five thousand dollars over the three years.
“Knowing what I do about your current situation, I would recommend Option One (whichever option makes sense for the customer) because your in-house team is strong enough to get up and running in that period of time and maintain the project themselves after the first year. (Whatever the reason you chose the option you did). But, we both know it’s not my money—it’s yours. So, let me ask you this: which option do YOU think works best for you?”
If you are new to this business, you have just asked for the sale. There is an old saying that “the first one that talks loses”. I HATE that saying. I’m not going to tell you to sweat the customer out. That is an old, tired strategy that will make you look less than professional if the prospect decides to “wait you out”.
Make this conversational NOT confrontational.
If you will take time to write yourself a script and practice, practice, practice until it becomes second nature to you. Your sales will skyrocket!
Notice when I talk about money I talk about it in a certain way. When I’m talking about the price I want it to sound small ($12,500=twelve-five). But, when I’m discussing savings or a discount I want it to sound BIG (three thousand dollars, five thousand dollars.) USE the word “dollars”.