Continued from page 1
“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.
Kelley Robertson is a Senior Partner of The Robertson Training Group and helps businesses maintain their competitive advantage by teaching them how to increase their sales, develop their negotiating skills, and motivate their employees. He is also the author of the best-selling book, “Stop, Ask & Listen. How to welcome your customers and increase your sales.” His web site is www.KelleyRobertson.com and he can be reached at 905-633-7750, 1-866-694-3583 or at RTG@cogeco.com.