I had the chance to review one of my client’s sales calls, and I noticed that they missed a crucial step – asking for the sale at the end.
I’m not entirely certain why this is such a common occurrence, but there seems to be a misconception that asking someone to buy something is somehow ethically questionable.
Let’s set the record straight on this matter. As a professional, remember the essence of a sale.
Begin by asking a series of questions to ascertain whether the individual fits within your target market, making them a potential candidate for your assistance.
Then, delve further to uncover if they have a problem that they’re actively seeking to solve, and if that problem aligns with what you can help address.
Inquire if they’re ready to tackle their issue now. If the timing is right, present your solution. If not, that’s perfectly acceptable too.
Essentially, this is the essence of the selling process. It’s about identifying whether the person has a problem they’re motivated to solve, one that you’re equipped to assist with, and whether they’re inclined to address it promptly.
Then, it’s a matter of extending your solution.
Interestingly, the person who didn’t ask for the sale had recently purchased a car. The experience was excellent. The salesperson asked about their preferences, clarified a few points, and then provided a fitting solution based on their input.
What we’re talking about here is professional problem-solving. Embrace it as a core approach in your sales strategy.