How to ask for the Sale (and what NOT to do)
Sales… yuck! I hear you. I’ve always been a natural born networker, but add sales to the process and I would get the heebie-jeebies. I seriously despised sales. My last J-O-B (prior to starting my own business) involved sales and it felt like a living nightmare! I often felt, if they want what I have to sell, they’ll just ask for it!
… nothing could of been further from the truth.
Having your own business really gets you present to the importance (and necessity) of sales. You don’t sell, you have NO business … simple as that.
But I couldn’t shake the icky feeling I got when I was put in a position where I was “forced” to ask the sale – as if someone was putting a gun to my head. 😉 I had to think long and hard on what were my beliefs about sales. Why was I so put off by the process? I knew if I didn’t get my shit together and figure this out, might as well kiss my business goodbye.
Growing up, when I thought of sales people, I thought of greasy-haired, yellow-teethed car salesmen (no offensive if you are reading this and happen to be greasy-haired, yellow-toothed, car salesmen). But seriously, it was not my fault. These where the images I was presented with growing up – TV, movies, commercial ads. It’s no wonder I was pre-programmed to get the ickies when I thought of sales.
… thankfully I’ve grown up a bit since then.
Bottom line – after much reflection and changing my perspective on what sales really is, I realized that sales is not something you do TO someone, but rather FOR someone. Hmm…
According to Wikipedia.com to sell means:
To agree to transfer goods or provide services in exchange for money.
… a simple definition for a simple process.
The Wikipedia definition doesn’t mention sleazeball tactics; it doesn’t mention “forcing” someone to buy something they don’t really want or need. It’s just simply an exchange of services or goods for money. You have something to offer and the recipient either wants to buy it or not.
So now that we got that out of the way and we’ve concluded that sales it actually a rather simple process at a fundamental level, how then can we ask for the sale?
How to ask for the Sale
I’m going to assume you already have a process that leads your prospective client to the sales talk. If you don’t and want to work on that, sign up for a Laser-focused Strategy Session and I’ll work on it with you. Here’s all you need to do. Ready for it?
Just ask a simple question such as:
Are you ready to get started?
Would you like to sign up now?
Which program/package would you be interested in signing up for?
When are you free next so we can discuss which program will work best for you?
You get the idea.
(and what NOT to do)
Here is the key. Once you ask the leading question, zip it! Yes, don’t say anything. Nada. Zilch. Wait for their response. Often times people get so nervous about the process (been there) and in anticipating the response that they begin to ramble on (done that)- or worse, begin to justify their programs and costs! If you’ve done your work and communicated the value of your services, than all is needed is asking for the sale.
“But Michele, what if they have an objection?” Got it.
Here’s how you deal with objections. Prepare for them! Yup. Create a list of possible rejections before you jump on sales calls. Practice responding to these objections. Preparation is one of the key factors in the sales process. If you are not prepared, chances are you’re going to be caught off guard.
Here are some common sales objections:
- I don’t have the money
- I don’t have the time
- I can’t leave my family
- I’m working with someone else already
- I need to talk to my spouse (shh… I’ve done this one)
- Let me think about it and get back to you
Personally I have a checklist with the most common objections and how I intend to answer those objections. I highly recommend you create one yourself. It doesn’t have to be that complicated. For example, when someone tells me “I don’t have the time,” my automatic response is “If you don’t have the time now, then when would it be a good time for you?” Of course I say this in a very loving and supportive way. My goal if for them to make the best decision for themselves – whether it’s a yes or no.
Here’s another key mindset tip: don’t be attached to the outcome of the sales conversation. Let them know you are OK whether or not they are a yes or a no. Your job is to communicate how you can be the solution to their problem and make the offer; you are there to be of service – not to ‘push’ products and programs on other people. You are just committed that they make a powerful decision that is right for THEM.
How are you currently asking for the sale? Please share your tips and experiences below!