There is a truism in life and sales ~ if you don’t ask – you don’t get! I meet lots of sales and non-sales people who are terrified of asking the person to buy from them. They invest time and energy in talking with the prospective client – which all goes to waste by not finishing the deal. Here are some sales tips on why you don’t ask, why you should and how to do just that.
Sales mistake: Why people don’t ask
Here are the key reasons that people don’t ask for the business. #1 We feel awkward… that we are imposing or being pushy. If the person really wanted to buy, they would ask us. #2 We are scared of rejection… we feel it is safer not to know than to ask and find out the answer is no.
Sales tip: What customers really want!
Your customer wants solutions to the problems that they have and the sooner you can help them the better! Your customer is new to buying from you – they want someone who can take their hand and respectfully guide them through the buying process, including the final part of closing the sale.
Sales tip: Why asking is good for you and the business…
Like with any other skill, you get better at sales with practice. Be in the habit of asking for what you want and this will help you overcome your fears. It’s ok for people to say no. Sales is a numbers game … you will not win with every new customer you talk to. Sometimes the answer is no – and that’s ok for you and for them. This means they are still be looking for the ‘right’ solution to their problem. Asking helps you uncover concerns and roadblocks that are in the way of the sale. Encourage your prospective client to tell you why it’s a no. Once you know the problem, you can help them overcome it or accept it.
Sales tip: How to make it easy for you to ask for the business
Your job in sales is to help people buy.
Before you ask them make sure that you have built your case:
- They have a problem that they want to fix
- That you can help them and that they like the solution that you offer
- You have both understood how this will work for both organisations
Earn the right to ask them for the business by building a logical case for you and for the client. It gets them nodding and acknowledging what they have learned about their problem and your solution. Get into the habit of asking. At the end of each sales call or meeting, ask for permission to go to the next step in your sales process. That way both you and the client are used to you asking for their permission and moving to the next stage. Set it up from the beginning: I always use a client roadmap when introducing myself to a new client. The roadmap explains the sales process. It lets you lay out what you are going to do and when including when you will ask for their business. Using a client roadmap makes it clear to all parties what and when you will ask, so you are both expecting it. The simple truth is that you need to believe that what you do has value to the other person. If you have established this – then ask them to buy from you.