Sales Chump

I believe one of the main reasons sales people don’t make as many sales as they are capable of is because they are unwilling to ask for the sale.  Asking for the sale should be easy if you are confident you have filled the needs of the customer.  Still, many salespeople still will not ask for the sale in fear of the response or in fear that they will be viewed as a hard seller.  If this is your fear, set up the close with trial closing questions.   

-How does this price compare with what you are paying now?

-Do we need to discuss anything else before you make a decision?

-Now that you’ve seen the information, is there anything holding you back from this decision?

-Who else will you need to talk to before making a decision?

-What other problems or concerns do you have that need to be discussed before moving forward?

Those should pull any final objections from the customer, if they exist.  Take care of those objections and then ask an above question again.  If the customer does not have any objection, ask for the close.  This is very hard although it sounds very easy.  You should be convinced the customer will benefit by choosing what you are offering (find value in pricing, services, etc) and sound confident when asking for the sale.  This can be as simple as:

-If there are no other objections please wait while I prepare the documents.

-Can we move forward?

-Can I expect the signed contract today? 

Again, you have to make sure you have addressed their needs prior to these steps.  These steps are easy if you’ve done your job.  You will be amazed how many customers will move forward when directly asked.