Closing Does Not Need to Be Difficult
Greetings!
So I'm at the local Scottsdale big-box electronics
store yesterday looking to buy a new computer CPU.
Got tired of lugging my laptop down here all of the time.
I drove to the store with the intention of buying. Quickly.
Not shopping. Buying.
I should have been a sales rep's dream. The person
manning the computer department asked what I was
looking for. I said I just needed something to handle
document creation, web stuff, and audio production.
I mentioned the words, "looking to buy" several times.
He pointed out several models, explained the options,
and prices.
And he waited.
I emitted all kinds of buying signals...the kind that
make most of us drool.
He responded with things like, "Well, we have this available,"
and, "Keep this in mind ..."
I did everything but say, "How do I give you my money?",
wanting to see how long I could go before he would finally
ask if I wanted to buy the machine.
Realizing that I could have wasted the entire day there,
and knowing I had numerous projects awaiting me back
at my home office, and an 85-degree sunny day that
needed a few golf balls pounded into its atmosphere
that afternoon, I finally asked him, "Do you want me to
buy this?"
A bit shocked, he said, "Uh, yeah, sure."
And I did. He got the sale. Most reps don't in a similar
situation.
NO ASK, NO GET
A very simple message this week. One I've hammered home
quite often:
There's a difference between letting someone know what
you have available, and ASKING them to make a decision.
ASKING gets action. Just letting them know what's available
wishes for the sale.
For example, put yourself in the position of the prospect
hearing this,
"And I just want to let you know that we do have these in
several different models and they are in stock."
That's weak compared to,
"And based on what you told me about your situation, the
K-100 Model would be ideal to help you cut down your
processing time. I have one in stock and could ship
it today. May I do that for you?"
Naturally, the second one asks for a decision. Don't just
throw your desires out there and hope they'll react. Be
specific and ASK them (or INVITE them) to make that
decision now.
Sure you'll get more no's, but what will you have lost?
Nothing.
Will you get more sales? It's guaranteed. Just ask the
people who get the high numbers now.
In seminars I often do an exercise where I ask
participants to give me one method they use of
ASKING for the sale or commitment. Usually I
will have one or two who will say something like,
"So I'll go ahead and fax over the contract, OK?"
Now, do you think that is asking for the sale?
NO! What did the prospect say they would DO
with the contract?
Nothing. And that is precisely what often happens.
The other part of that, the important part, is,
"And when will you sign it and send it back with the
deposit?"
**************ACTION STEP*********************
will ask more often, and ask larger than you would
have otherwise. Appointments, sales, larger sales,
whatever your objective is. Do it for the rest of
this week. Don't even pay attention to the no's;
those are a given. But reward yourself for simply
TRYING, and really dance about the successes.
