People also make buying decisions based on their overall experience in your store or place of business. Here are influencing factors:

1.Ease of business. Are you easy to do business with or do I, as a customer, have to jump through hoops to return something? Are you well staffed or do you reduce your costs by scheduling a skeleton staff at any given time? 2.Staff accessibility and attitude. Is your team friendly and well trained in customer services procedures? Do they exhibit mentality that customer is important and comes first or do they spend their time gossiping and gabbing? Do they eagerly approach customer or do they wait for customers to come up to them first. I recently bought an aquarium and although staff was knowledgeable at store I felt like I was intruding on their time. 3.Product selection and availability. Do you have a good supply chain management or order fulfillment process in place. Prior to buying my aquarium I placed my order at one store and at time of writing this article almost six weeks later I still haven’t been advised that my tank has arrived. And this was a stock order! 4.Store cleanliness and layout. Is your store clean, tidy and visually appealing? I recently visited a new store in city and, even though they had been open for less than a week, many of shelves were in complete disarray and products were scattered haphazardly. Make it easy for people to find product, prices, and to maneuver around store. In his book, “Why We Buy” Paco Underhill states importance of having aisles that are sufficiently wide enough for every type of consumer.

Lastly, equip your team with tools they need to properly do their job. Take advantage of product training most manufacturers provide, invest in on-going development of your people, and help them succeed. I’ve worked with companies who invest a great deal in their employees and others who spend a bare minimum. The difference in their overall results is always significant.

Today’s business environment is more challenging and competitive than ever before which means you need to give people a clear reason to do business with you rather than someone else.

“What are next steps?” “What do you think about what we’ve discussed so far?” “What would be best day to arrange delivery and set-up?” “Is there any reason we shouldn’t get started on paperwork?”

The next biggest mistake salespeople make once they do ask for sale is to talk customer out if making decision. A few years ago, I was considering an activity for one of my training sessions. After listening to salesman’s presentation and seeing product I told him I wanted one. He proceeded to say, “If you want some time to think about it, that’s okay, there’s no rush.” I again told him I wanted to purchase activity and he responded by saying that many of his customers like to consider purchase before making a final decision. Finally, I reached across desk and took activity out of his hands and said, “I’ll take this one. Here’s my card, send me a bill.” I couldn’t help but wonder how many sales opportunities this business owner missed.

If you want to increase your sales, IMMEDIATELY, remain silent once you ask for sale. Here’s why this simple technique is so powerful.

In every sales situation, customer or prospect has a mental checklist of conditions that must be met before they will be prepared to make a purchasing decision. Remaining silent allows them time to mentally tick off each item on that list. Talking interrupts this process and does not give customer time to review what, if any, conditions remain unfulfilled. The longer a customer takes during this process greater likelihood they will make purchase. Yet, most salespeople get so nervous during this period of silence they end up blurting out something like, “Have you been offered a better deal by someone else?”

Don’t give customer a possible objection! Ask for sale and remain silent until they respond, regardless how long it takes. I recall reading a story about a salesperson whose prospect took almost two minutes to say yes after being asked to make a decision. By remaining silent she closed sale. Avoid risk of talking your customer out of sale by keeping quiet after you ask for sale.

If you’re serious about building your business get serious about asking for sale and develop discipline to stay silent afterwards.