Small Biz Articels .com - Small Business Articles
To bookmark this page click here in Explorer -OR-  press Ctrl and D in Netscape or Firefox   Email this page to friends   Your Favorites SearchMain Page 

Small Biz Articles » Marketing and Sales » Sales » Rate/Review - Recommend


HOT sales tip for business growth; Remember to ‘ask for the sale’.

Too many small business people lose thousands of dollars in sales and profitable growth each and every month because of one simple mistake.

They don’t ask the customer to buy!

And it can hurt your sales and your small business growth if you’re a business owner, or it can impede your sales success if you’re a salesperson.

So let me ask you this question.

In your own experience as a customer, have you ever been served by a salesperson to the point where you’re saying to yourself, “okay I want to buy this now!”… And the salesperson either leaves you, keeps talking or just forgets to ask you to buy?

It’s a little uncomfortable isn’t it?

It happens all the time.

Too many salespeople forget to ask the customer to buy. They may be scared of getting a ‘no’, scared of feeling ‘pushy’ or many other various reasons.

Whatever the case, here are some tips on how you can ask for, and get, more sales and have the customer love you for it in the process.

Read the buying signals from the customer.
If they are interested in you and they have listened to you present your products or services, they’ll be waiting for you to lead them to purchase.

The fact is this; if your customer is still talking to you at the end of your sales presentation they are ready to buy from you! You just need to lead them in what they need to do to buy from you.

It’s natural. They’re talking to you because they have a ‘problem’ that they need fixed, and you have a solution. Most often if they’re still engaging you in conversation they want to buy it from you. So ask them to!

However, you must have ‘skill’ in asking for the sale.

Which, without adequate sales training, many people haven’t learnt the ‘closing’ skills of what to ask, when to ask and how to ask for a sale.

In summary you ask people to buy from you by asking them an involvement question that doesn’t allow them to say ‘NO’.

An involvement question should get the customer opening up to the question you just asked rather than just saying a ‘yes’ or ‘no’.

An involvement question I use is this;

“Okay (name), based on what you were wanting in a [product] – how does this fit with what you had in mind?”

If they say ‘it fits perfectly!’ you can go straight to… “Okay, which credit card will it be easiest to process that on…”

When they answer that question they have bought from you.

And when you practice the above questions, and use it in your sales you’ll be amazed at how easily and quickly it happens.

The good part about an involvement question is that it still allows you to find out what they don’t like about your product/service so that you can adjust your offer to suit the customer.

For example, if your customer says “No it isn’t perfect”. You can then ask some more questions to help you find out what isn’t perfect for them, so you can change it if needed.

You can pinpoint what they don’t like by asking…

“Okay, that’s fine, what do we have to work on to make it fit with what you had in mind?”

However, this rarely gets asked if you follow a good sales script from start to end.

This article is focused on ‘asking for the sale’ for those sales people that for some reason; shy away from asking people to buy.

By using the method described you’ll make the people that want to buy a lot happier sooner because you’re leading them towards doing something that they want to do.

Buying from you!

Get commitment at the end of your sales presentations, and you’ll make heaps more happy customers and in the process get heaps of business growth.

Copyright © 2005 by Casey Gollan. All Rights Reserved

Casey Gollan, The Business Growth Specialist, the Specialist who grows $1 Million p.a. small businesses into $2 to $5 Million p.a. businesses over a 2 to 3 year period. To learn more about Casey's Business Growth Program, visit his site and sign up for 'The 23 Secrets of Business Growth' 2 hour audio program for FREE.

This article was submitted by - Casey Gollan Please Rate/Review this Article - Recommend it to friends

ncrease Your Bottom Line With Sales Training That Sticks
Why Are Sales Training Programs So Often Unsuccessful? The Typical Company Spends Tens Of Thousands To Hundreds Of Thousands Of Dollars To Put Its Entire Sales Force Through The Latest, Hottest Sales Training Program Touted To Increase Its Bottom Line Numbers.

Time To Move Up From the Worn-Out Sales Brochure
Your Potential Clients Need An Education. They Need To Know How You Are Different. Join Me As I....

How to Write an Ad That Adds to Your Bottom Line
If Your Sales Effort Feels Like You’re Pushing Boulders Up Steep Hills, It’s Time To Take A Close Look At Your Media Advertising, Especially The Advertising You Do In Newspapers And Magazines.

Disclaimer: HOT Sales Tip For Business Growth: Remember To 'Ask For The Sale' & Sales related small business articles and small business information provided on this web site is not to be construed as business advice from the website Small Biz - or from the corresponding author who posted this article on our website. Sales articles on our website were submitted by various small business owners, entrepreneurs, authors, business experts, accountants, lawyers and other business professionals, but we do not verify the authenticity and the accuracy of information submitted and we are not responsible for any errors or inaccuracies. Please consult with one of the small business administration or small business development officers in your local SBA-SBDC centers, or with an attorney, accountant, a small business expert/advisor, to obtain proper business advice and accurate information for answers related to any specific questions you may have with regards to your small business issues.
Your use of this website constitutes acceptance of the site Terms & Disclaimers.
Copyright © 1998-Current, Smallbiz ArticlesSM and affiliates. All rights reserved.