Some salespeople are uncomfortable doing much more than presenting their offering. It’s their favorite part of the sales process. They get to show the product, handle it, and amaze their ‘audiences.’ If you’re great at presenting, that’s wonderful, but it won’t necessarily generage sales. You must ask for the business, directly and clearly! There can be no misunderstanding on the part of the client that it’s decision time.

We conducted a survey that asked people who did not make purchasing decisions why they didn’t. The overwelming majority said even though they liked the product and the salesperson, it just never came down to having to make a decision. In other words, they were never asked!

If nothing else, learn this single sentence and add it to the end of your excellent presentations: “Not to be assumptive, Mike, but if everything we’ve discussed here makes sense, how soon would you want to begin benefitting from (name your product or service)?”  Once you have a time frame, you’ll know when to close. If you’ve done your job of presenting well, in most cases you should hear, “Well, I guess we might as well do it now.”

Then, just ask, “How would you like to handle the investment? Check? Credit card? Or Purchase Order?”

Never forget to ASK!

Master the art of questioning!

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  1. Thor, the basic oral close (just asking for the business) works so many times. Yet few salespeople make a point of asking directly. The next best close my students enjoy is the reduction to the ridiculous close. People just need help rationalizing something they want. That is a great close for those situations.

  2. I like to set the agenda, as it were, when I first meet a client so that they know how long we are going to spend together, what we are going to do and that I will be asking for their business if we find the right solution for them – in this way I do not have so many window shoppers and the client is thinking more seriously about the purchase and gives better feedback so that you are better able to understand their key motivators to purchase or not. It also puts no pressure on them to ask for the business as they are expecting it – they are also better prepared to talk about why and that has to be far better than somebody saying that they will let you know when they have thought about it overnight!

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