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How to Know When It’s Time for Your Prospect to Buy and “Ask for the Sale”

Are You Ready?

One of the All-Time Best Kept Secrets to getting comfortable with Closing.

If you’ve had any sales training at all then you have likely been told just how important it is to “Ask for the Sale”! You have probably been given a script and specific instructions on how to actually do the asking, as well.

So why do so many people continue to struggle with Asking for the Sale?

In this post I’m going to share why you need to literally ask for the sale and how this can significantly increase your sales closings. I’d also love to hear what you have to say on the topic.

I sure struggled when I started in Sales.

I remember feeling panicky during each sales appointment.

My voice would get quieter as I stumbled over my words.

The room would feel extremely hot and I would wonder if the prospect could tell how nervous I was. Eventually I would mumble a rather high pitched question, “Sound Good”?

Not a closing strategy that instilled much confidence in my prospects!

Being told, “don’t worry, follow the script, it gets easier” did not alleviate my anxiety.

When it didn’t get any easier, I felt like an impostor, incapable of being successful. The more I stressed, the worse things got. I even tried to convince myself that…

“Prospects who wanted to buy would let me know, Wouldn’t they?”

Sound familiar? You are not alone.

The number of questions I am asked about overcoming the fear, resistance, and anxiety related to “Asking for the Sale” confirms the fact that getting a script and some “how to” instructions really isn’t enough for most of us to get comfortable and be effective.

Learning WHY we need to “Ask for the Sale” along with the mechanics of how to ask, made all the difference in the world for me.

Unfortunately the Why continues to be one of the best kept secrets related to eliminating obstacles to Closing!

There are several reasons why we need to ask for the sale but discovering this particular truth aka “Alternative Selling Perspective” is the one that gave me permission, actually obligated me to start “Asking for the Sale” without any fear, resistance or anxiety!

*Prospects don’t always know when it is Time to Buy*

We have all faced this awkward moment: Prospects are not buying because we keep talking and we keep talking because the prospects are not buying!

Quite simply, other people don’t know when your presentation is over. They are waiting for you to finish in case you mention something of vital importance that could alter their decision to buy.

Give your Prospects a Clear Signal when it’s Time and then LET them BUY!

  1. Stop… Take a breath… Nod your head…
  2. Confirm it’s a good decision by saying, “It seems like a Good Fit”
  3. Relax, make eye contact and Nod your head Yes
  4. Maintain eye contact as you look to them for confirmation
  5. Remain QUIET and Wait…wait as long as it takes for confirmation

Be very Clear, be QUIET and Wait… until they agree… then say “Congratulations!”

Hint: Practice being quiet while making eye contact with yourself in a mirror.

What is your biggest struggle to asking for the sale? Feel free to share your challenges or solutions below.

About the Author, Anne D. Johnson

Anne Johnson

Anne Johnson, the Bold and Classy Selling Consultant has a genuine passion and natural talent for teaching everyone how to overcome their personal fear and resistance toward selling, close sales quickly without feeling pushy or aggressive, and truly thrive during challenging economic times.

Her compassion and interest in people from all walks of life, coupled with her experience working in a variety of business settings with entrepreneurs, business owners, executive leadership and sales teams from numerous industries has given her a keen insight, an ability to understand people, to know what they need to succeed, and the skills to provide Bold & Classy Selling Systems that really work!

Increase results and boost personal wealth by signing up for Anne's free MP3 download, "The 3 Secrets to Selling More Than You've Ever Sold Before".

This simple gesture can put the brakes on damaging behavior

Stop_Sign

I won!

I got the fastest time!

I’m the best______!

I made the most sales!

I have the biggest list!

My book is #1 on Amazon!

My kid is on the top of the honor roll!

What do all these statements have in common?

They invite comparison.

Remember when, as kids, we played outside during recess at school? And how many times we would hear or even speak ourselves, “My dad can beat up your dad!”

“No he can’t, my dad is bigger than yours!” was the response. And so on.

We were children then, playing with our pecking order and bolstering our importance.

The question is, do we really need to continue this ‘better than’ competition in our adulthood, especially in the workplace, the business world?

It is always healthy for us to feel validated and honored in some way, but when it is at the expense of someone else it has never felt good to me, especially if I am the one who has been proclaimed ‘the winner, the best, the most,’ etc.

And I truly believe that building a person up by showing others as being ‘less than’ isn’t an environment conducive to motivation.

A person needs to have a rock solid, unshakable, firmly entrenched yet modest self-esteem, in order to not have some feelings of ‘less than’ or ‘judgment’ upon hearing statements such as the ones opening this article. But they are certainly not the majority.

I recently ‘won’ a watch for honoring my mother by writing about her. I didn’t even realize it was a contest. I simply saw an invitation to write about my Mum for Mother’s Day and I was moved to do so as she has been gone for 10 years now and I miss her.

Several others wrote about their mother’s too. I was very surprised and pleased to get the watch because it is so unique and I actually needed a new watch, but I didn’t feel great about any idea that I was ‘better’ in any way than the other writers or that their mothers were any less honorable.

Perhaps others might think that I must not have much confidence, have a low self- esteem, feel undeserving or overly empathetic, but this is how I am. And wouldn’t it make my point that they would be judging and comparing me to their own beliefs?

Our world is chock full of comparisons, opinions and judgment. Look at advertising, politics, sports, beauty pageants, awards shows, schools and businesses, to name some. Everything becomes a contest and this can breed embarrassment, shame, rivalry, separateness etc.

We’ve been indoctrinated to believe that ‘competition is good’, especially in the world of business ie: most sales, highest annual income, largest client list, Forbes list, Inc. 500, etc.

When it comes right down to the stripped, bare-bottom line, the person or business is ‘successful’ because success spells M-O-N-E-Y. So the person who hasn’t been lauded is these ways is not successful because they choose to earn a comfortable income and pass up the awards and the millions?

Observation: Blend ego, comparison, judgment with millions of dollars and it seems to breed more motivation to cheat (ie: politics and sports are rampant with cheating.) than strong ethics.

The common denominator is people.

This model of motivation and success is outmoded with the shift in consciousness our planet is undergoing. It is much more aligned with Ego than Spirit.

It’s time for a new model.

Rather than comparing and measuring one method of success over another we should be finding and extolling the uniqueness, strengths and gifts within each individual.

Instead of the intellect of a school child scoring highest in grades over their peers, how about the unique talents of each child in competing with him or herself to grow into the best theycan be?

An athlete, who competes with their own record and stamina instead of other people, may place out of the medals and trophies but gains a personal best. Instead of feeling ‘less than’, they celebrate a personal milestone and are a very happy individual.

And this is my point. There is only one place wherein there is room for comparison and that is within one’s own self, with the help of your goals.

Goals are a place for growth, a place for you to exclude all others and concentrate only on your own personal growth. What can you do better than you have done it before? Who can you help more? How can you communicate better, work finances to bring better results, respect your body more, plan better, discipline yourself better, study more of, work smarter, and the list is endless.

The reason we have difficulty doing these things is usually because we might ‘fail’ and the fear of what ‘others’ will say or think. Judgment!

Your Goals have no place for a scorecard, competition, judgment or opinions. No one has a soul purpose such as yours. No one else can do what you do, how you do it, why you do it, when you do it or where you do it. You have dominion over your world and your life.

Is it any wonder people are galloping into entrepreneurialism as a way of life? We no longer want to live in the world of comparison, judgment and opinion. We simply want to grow, serve, do our own best and improve with experience.

Goals are not a way to better your opinion of yourself in comparison to something or someone else. Goals are a way to improve your gifts, live a fulfilling and meaningful life, better express your soul purpose, love and be loved.

Action Step: for one day take notice every time you hear or read a judgment being made, especially from yourself. When you do, raise you hand for a second. You will find yourself raising your hand frequently! If someone asks you why you are raising your hand, explain what you are doing. Invite them to do the same.

This will spread throughout the workplace or school, shop, meeting place, restaurant etc. and it becomes hysterically funny to watch! We are actually laughing at judgment as we see hands constantly popping up and down.

This is an exercise that shows you just how much judgment there is in this world. And if we can laugh at it, it’s a starting place to actually be aware of what we are doing and change the behavior.

Bonus! Your physical benefit will be stronger arms from the workout!

About the Author, Lynn Moore

Lynn

Lynn is an Intuitive Coach/Mentor who works with career women in the second half of life to help them find a deeper sense of self and soul purpose. To help them end the struggle to learn WHO they are, WHAT they want and HOW to go and get it.

She is an accomplished speaker, published author, lifetime entrepreneur and has coached clients worldwide since 2004. She is the creator of the Inspirational Goaling system that is revolutionizing the world of how to choose goals and accomplish them struggle free.

Receive your free iBook, "Inspirational Goaling", that will inspire you into a life of fulfillment and meaning at: www.InspirationalGoaling.com