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Topics Covered: <a href='/resources/search/?query=Tips and techniques'>Tips and techniques</a> | <a href='/resources/search/?query=Psychology of selling'>Psychology of selling</a> | <a href='/resources/search/?query=Sales personnel'>Sales personnel</a> | <a href='/resources/search/?query=Telephone selling'>Telephone selling</a> | <a href='/resources/search/?query=Closing'>Closing</a>
Sales Strategy
Nov 4, 2010 | Jim Domanski lock

When it comes time to ASK for the sale do you find that you sometimes freeze up? Do you break out into a cold sweat worrying that the client will reject you? Do you hesitate and remain silent and hope that your prospect or client will see the 'light' and say, "I'll buy it"?

You're not alone. Asking for the sale is considered by the majority of sales reps as the most difficult aspect of selling. This is where rejection can really sock you in the jaw. But it's really a mind game isn't it? You psyche yourself out worrying about asking for the sale, right? You know you gotta' get over it but the question is how. Well, here are eight factors you should consider the next time you have to ask for a sale. They will help change the way you think about closing and rejection.

1.The Yes Factor

Hearing a 'yes' is like hitting a home run, making a 3-pointer, running for a touchdown. The yes is the breakaway goal in hockey. Wayne Gretzky once pointed out that you will miss 100 per cent of the shots you never take. Remember that. You can't score (sell) if you don't shoot (ask).

2. The Odds Factor

Look at it this way: the odds are 50/50 that you'll get a 'yes'. Assuming you've done a decent job with your needs analysis and your presentation, the odds are even that you'll get the sale. Call me a mad cap crazy but I'd go with those odds any time of the day.

3. The Help Factor

Another way to think about asking for the sale is to understand that some clients need 'help' making a decision. There comes a moment in any sale where a buyer feels hesitant - should I? shouldn't I? And that's when a tiny little 'push' helps. Some clients need that nudge to get the momentum going. Asking for the sale is that nudge.

4. The No Surprise Factor

Okay, think about it: here's a prospect speaking with a sales rep. He or she has probably been buying products and services for years. Do you really think that asking for the sale comes as a surprise to that client? They know what you're there for. Many of them are expecting you to ask. Don't disappoint them.

5. The Time Factor

On a practical level, asking for the sale can save you loads of time. If you ask and you hear 'no' at least you don't have to worry about waiting for the client to get back to you. You'll save time and effort on follow up; on leaving pointless messages. At the end of the day, you can move on to those who are interested in your products and services.

6. The Instant Reward Factor

The neat thing about asking for and getting a sale is the instant gratification. Scoring the sale is one thing, basking in the rewards of a commission or bonus is quite another. Being at the top of the leader board often feels good. You get all that by asking.

7. The Competitive Factor

Beware of the PHDs! The PHDs are 'Poor, Hungry and Driven' competitors who are dying to make a sale and will ask if you don't. Ponder that one the next time you doubt yourself!

8. The Risk Factor

Finally, look at closing this way, the risk of asking and hearing 'no' far outweighs the reward of asking and hearing 'yes'. Got that? Read it again if need be. The risk of a 'no' is so pathetically low compared to getting a sale, that you'd be foolish not to ask.

So there you have it, eight solid, powerful and compelling reasons to belly up to the bar and ask for the sale.

About the Author:

Jim Domanski is president of Teleconcepts Consulting and works with companies and individuals who struggle to use the telephone more effectively. Author of four highly regarded books on tele-selling, Jim has provided training and consulting to audiences, universities, and clients through the US, Canada and Europe.

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