In the last lesson I shared some
tips on how to add value throughout
the selling process.
Sooner or later you have to get down
to business and secure the commitment.
When you're thinking about closing
the sale, your timing is everything.
Here is the secret. The best time
to ask for the business is – as early as you can. Let me explain.
There is a selling process.
Let me use a medical analogy. When is the best time for a doctor
to recommend a prescription or a surgical procedure?
In this medical scenario the answer
is rather obvious. The best time
for the doctor to recommend a prescription, or if needed, a surgical
procedure is once he's asked all of his questions, completed all of
his testing, and evaluated all the results. When that's done he can
then offer his medical solutions.
It's the same way in sales - sort
of. Once you've asked all your
questions, completed your homework, finished your sales presentation,
added significant value - it's time to attempt closing the sale.
In medicine, if you offer medicine
and/or surgery before a thorough
examination, you may be liable for medical malpractice.
In sales, if you start talking about
your product before your
prospect has completed talking about his current situation
you may be facing selling malpractice.
Having said this however, when in
doubt, ask for the business. Just
be sure you know how to do it in a comfortable, confident,
When you're trying to secure the
business, it's no time to be
fumbling, stumbling and mumbling!
In Lesson #6 you’ll learn
a simple yet proven way to motivate
procrastinating decision-makers to make decisions.
Let's go sell something . . .
Publisher - Start Selling More Newsletter
- Asking for the business is easy once you understand
exactly what your sales prospect and/or customer needs. And
by now you know the only what to accomplish that is to ask
this resource, you don't have to spend a minute thinking
about it. I've done all the work for you.
- If you missed seeing
any of the first 4 lessons you can
get them here.