Imagine this scenario with me for a moment… You are shopping for a specific product. You see it in a store. You go in, excited about the possibility of finding what you need.
The sales person tells you all about the product. She doesn’t let you touch it, and doesn’t let you take it home.
You leave the store frustrated and bewildered, wondering if you can find the product elsewhere.
You would never do that if you were the sales person, right?
Actually, that’s exactly what you are doing when you don’t ask for the sale.
It drives me crazy when I speak with one of my clients who is all excited after having a great conversation with someone who can use his or her products, but my client hasn’t asked for the business.
You would be surprised how often I have a conversation like this one.
My client: “I just got off the phone with an amazing person who I know I can help. I finally get how important and valuable what I am doing is.”
Me: “Awesome! When are you starting to work with him?”
My client: “I don’t know. We spent an hour on the phone and they were so excited about everything I shared.”
Me: “Did you ask them to work with you? Did you ask for the sale?”
My client: “Ummm, not really, but I told him all about what we could work on together and how great it would be.”
Me: “UGH!”
In order to solve your prospective client’s problem you must give them an opportunity to engage with you and get a solution. That means you must ask for them to work with you.
If you don’t ASK for the sale, how can you expect to make the sale?
I know it can be scary or feel uncomfortable, especially when you are selling something that you personally created or deliver.
So next time you’re talking to a prospective client, use this simple strategy to ask for and make the sale.
- Listen to what they tell you they need and want. If you know your products or services can help solve their problem or make their lives better, don’t you have an obligation to ask them to work with you on the solution?
- Take a deep breath and remind yourself that if you were in their shoes, you would want a solution to the problem. If someone could help you, wouldn’t you want them to get over their discomfort about asking you?
- ASK them to work with you. Simply ask and then let them answer.
Once you practice this strategy a few times, it will become easier. Not only will you move past any discomfort, but also, you’ll see how well asking works.
The more people you ask to work with you, the more who will say yes. You will be thrilled when you see the difference in your bottom line. At the same time, the people you help will appreciate that you asked.
Have you gone from afraid to ask for the sale to happy to ask? How has it changed your business? Share your thoughts in the comments section below.
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