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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".

Stepping Beyond your Fear of Sales… Converting FEAR into SUCCESS

Women shaking hands

Creating success is about having a process to follow, discovering what works, and replicating it. Stepping past your personal fear of selling in order to become a sales success story is no different. It’s a process.

The Source: False beliefs about the sales process manifest as personal fear and trigger resistance.

Fear toward selling can surface anywhere in the sales process. When fear strikes, it’s a result of the misinformation and incorrect assumptions about selling that you have internalized as your own personal false beliefs. These deeply rooted false beliefs influence your attitude about sales, selling behavior, and your ultimate sales success.

The Tools: Replace your old negative beliefs with new positive ones to eliminate fear and resistance.

Fear and resistance can be eliminated at any time by uprooting the old negative thoughts that are fueling your fear and replacing them with new positive “Alternative Selling Perspectives.” Being coachable and open to new selling experiences are essential to converting fear into successful selling.

Embracing a new perspective about sales will shift your entire paradigm.

Referrals:  Do you resist asking for referrals, don’t want to impose? The truth: People don’t mind being asked for referrals because they enjoy helping. But, don’t sit back and wait. People forget and you asking is just the reminder they need. So just ask, “Do you know anyone who I should be helping?”

Closing: Do you avoid closing, not sure what to do or say? The truth: People don’t always know when your presentation is over or if it’s time to buy. You may be talking, waiting for them to buy, while they are waiting to buy until after you stop talking. Try this simple closing question, “Seems like a good fit, do you see any reason to wait or shall we move forward?”        

The Process: Action Steps; shift your perspective, embrace your fear, create your success.

  • Make no assumptions. The only thing I know for sure about assumptions is that they are wrong.
  • Identify false beliefs. Pay attention to your thoughts when you feel fear or resistance rise up.
  • Imagine a time of success.  Download the feelings, remain focused and imprint that experience.
  • Believe in yourself. Look back at the trail of success that you’ve already achieved in life. Have no doubt about your ability to overcome fear and learn to sell stress free.
  • Visualize. Imagine yourself moving past the fear, having already accomplished whatever it is you have been resisting like closing the sale or qualifying the prospect.
  • Ask questions. The more you clarify and verify, the faster you will realize that your fears, your negative beliefs, and your assumptions are simply not valid.
  • Replace those old negative beliefs with positive beliefs. Embrace new alternative perspectives.

Rely on your sales process.

Don’t worry about making mistakes.

In fact, it’s better if you are not too polished. Being authentic and genuine is what builds trust so practice to relax not to be flawless.

Be your own cheerleader, but find supportive people, a mentor, or a coach to provide constructive feedback. Ignore your fear, abandon assumptions, ask questions, relax and enjoy the process you will be amazed by the success!

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".

How to Overcome Fear and Resistance towards Selling…

medium_6829496615Are you putting your business success at risk?

Anyone with a desire to succeed in business must face the truth about a common obstacle, their own personal fear and resistance toward selling.

It’s a critical issue of extreme magnitude that requires a solution because “Selling” is a huge part of what drives business success. Overcoming your fear and resistance toward selling or Not… can make or break your business success!

Whether you are building a new business, expanding one, or representing a product or service, it’s likely you are already struggling with fear and resistance toward on some level. It may not be obvious but it IS holding you back, keeping you from reaching the next level of success.

Ignoring the problem doesn’t work.

Even when you think the fear and resistance is buried deep down inside… your “secret” thoughts and feelings about selling still limit your ability to network effectively, leverage opportunities, and fully maximize your potential.

Seriously, being saddled with any degree of fear and resistance creates undue stress, diminishes quality of life, and threatens the long term survival of any business venture.

Awareness, Understanding, and New Perspectives are essential to overcoming fear and resistance.             

Fear stems from a lack of understanding, the unknown, or a false perception of the results or outcome.  Resistance is a defensive reaction, to avoid the consequences of a perceived negative result or outcome.

One exercise may shed some light on what “triggers” fear and resistance in you:

Close your eyes, clear your mind, and say the word “Selling” out loud. Note the words, images, and thoughts that come to mind, plus any feelings you experience, both positive and negative.

Typical responses are; slight physical discomfort, visual images of “undesirable” sales people or negative words like “pushy” and “aggressive”, and hearing negative phrases like “it’s not polite to ask questions” or “sales people take advantage”, just to name a few.

Pay attention any thoughts, images, and impressions you experience. They are all subliminal messages that you’ve already internalized as your “personal beliefs” about selling. Unfortunately these “personal beliefs” are based on layers of incorrect assumptions and misinformation, compounded by personal interpretation and bias, resulting in an over abundance of deeply held personal beliefs about selling that are largely False.

Wow, did you catch that? The majority of what you believe about selling is Not true!

These subliminal false beliefs “trigger” your attitude and approach. Fear influences your “selling” behavior. Resistance challenges you to avoid “selling” all together.

No wonder it feels overwhelming!

New perspectives in place of false beliefs instantly “triggers” desired selling results ….

Simply stated, “New Perspectives” are the “truth” buried beneath our false beliefs. Uncovering the truth behind “false beliefs” allows you to eliminate “triggers” and overcome fear and resistance toward selling.

For example, “Don’t Impose” is a false belief that commonly “triggers” the “Fear of Rejection”.

It’s based on the “false belief” that selling is synonymous with imposing on a prospect. You only feel rejected if you falsely believe the sale is about you.

In reality clients are not focused on you, they are struggling with their own internal argument…Can I really justify this purchase? Is it worth it? Does it out weight or rank higher than my other priorities?

Your responsibility is to guide a prospect through a decision-making process, not force them to buy something they don’t want.

Selling is a series of questions designed to help them reach a conclusion. It is Not an imposition, they appreciate the assistance.

If they don’t buy, it’s about them, not you.

So be aware of “triggers”, understand the truth behind “false beliefs”, and discover new perspectives. This is the winning formula for overcoming fear and resistance and creating extraordinary business success!

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".