2 Simple Tips For Asking For The Sale
When you get down to it, asking for the sale is just like asking any other question.
It just feels different because there’s a lot more riding on the prospect’s answer.
But the truth is: most of what determines whether or not a deal will close, actually happens way before the salesperson asks for the sale.
“The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that.”
So, if you want, you can read all about different closing techniques …
Click here to read a HubSpot post about 7 closing techniques.
But if you haven’t done a good job throughout the sales process leading up to asking for the sale, then no amount of fancy closing language is going to save your deal.
Here are some of the steps in the sales process that you need to get right before asking for the sale:
Click here for our free 12-day Sales Bootcamp.
Now, assuming you’ve done all that …
Two ways to increase your chances when asking for the sale:
- Be clear and direct
- Pause and wait
1. Be clear and direct
A clear question is not punctuated by umm’s or filler words.
A direct question is short and to the point.
Bad ask for the sale:
“Well, great, so, if it sounds good to you, to get started we just need a credit card, and we’ll put that on file, and then you’ll be all set, ummm …”
Good ask for the sale:
“Do you have a credit card we can put on file?”
When you ask for the sale, it needs to be exceedingly obvious to the customer that it’s time for them to pull out their wallet.
There should be no ambiguity about this.
Oftentimes, junior salespeople are nervous to ask for the sale, and even afraid to potentially hear “no” or get an objection, so they shy away from asking for the close and end up fumbling over their words.
Pro salespeople ask for the sale in a clear and direct manner.
And then …
2. Pause and wait
After you ask for the sale, whoever talks first loses.
If you followed the instructions in #1, then it should be abundantly obvious to your prospect that it is their turn to do something.
From your prospect’s point of view, it might feel like pressure. It might even be a little awkward.
But this is healthy pressure. It’s pressure that will motivate your prospect to do something—either they buy, or they give you an objection.
But if you, as the salesperson, talk first, then all bets are off.
You take the pressure off your prospect and ruin the opportunity to win the deal or hear an objection.
Don’t be tricked by short responses
A deep exhale (e.g., ugh, hmm, hmph) or a one word response (e.g., Great, Okay, Alright, Interesting) do not qualify as a response from the prospect.
A short response like this is often means that the prospect is still thinking. And you, as the salesperson, should NOT interrupt that thought process.
Wait until the prospect gives you a response to your ask for the sale, which can really only be one of two things:
- A credit card
- An objection
Don’t worry about waiting too long
I’ve waited so long on some calls that the prospect asks,
“Are you still there?”
And my response is always the same:
“Yes, I’m here. I’m just listening.”
And then I pause again and keep waiting for their response.