Why not try something you hardly ever do? ASK FOR THE SALE A FEW TIMES BEFORE YOU LEAVE.
Here are a few “friendly” ways to ask:
I’ll call you at 10 a.m. on Tuesday. If you’re not there, I’ll just go ahead and enter the order.
Do you really want me to call? Come on. You need this. You want this. The value is there. The timing is right. And I’m a great person.
Please, I’ll be your best friend. (Beats what you say.)
How about this? Mr. Jones, you say yes today, and I won’t enter your order until Tuesday at 10 a.m. If you DON’T want it, just call ME Tuesday at 10 a.m.
You’re at the fulcrum point of the sale, and you lose your cool and get conservative. Your try to “agree with the customer,” and walk away with NOTHING. Pathetic.
When you get the promise of a positive outcome and a seemingly enthusiastic probable purchaser, you may want to ask a few questions before you exit. You may walk away with the sale.
I told you earlier that part of the reason you never got the sale is because the person you talked to isn’t the decision maker. So when you get stalled or put off, ask: “Who pulls the trigger on this deal?”
It’s a powerful line AND a powerful question that will almost always get you the truth. And when you find out who pulls the trigger, the call you make on Tuesday at 10 a.m. needs to be with that person.
The goal of a sales call is to make the sale, not to make a call back. The challenge you face is in knowing how to take advantage of the buying signals and other sales openings that are usually handed to you on a silver platter.
Your objective is not to make a sale. Your objective is to make a friend. If you make a friend, then you can use the familiar (friendly) tools to get more of the HONEST answers you seek-and ask for the sale. How can you make a “friendly ask” if you haven’t made friends?