We often hear of various elements that come together as sort of a perfect storm of fear when it comes to sales.
There is even a way of saying “sales” without saying “sales” — for example many people call it business development, perhaps to sidestep a negative connotation with the actual word.
It is no surprise then, really, that the act of asking for the sale instills fear in the hearts of many. Presenting the value of your product or service and addressing a potential customer’s pain points is one thing. But actually to ask for the sale, putting yourself out there, rendering yourself (and perhaps your ego) as vulnerable? That is a whole different source of fear.
What to avoid so you can ask for the sale
The key to avoid such discomfort is not only rooted in the method with which you ask for the sale. It’s also tied into the strength of the foundation you have built with the prospect. Some of this has to do with your mindset. Some of it has to do with your ability to build strong sales habits, week in, week out. Being able to do follow-up calls to potentials as if it is second nature is an example of that.
Ways to close a sale
When it comes to ways to close a sale, though, you may want to ask if your potential client “would like to get together on this?” If they “are ready to commit now,” or if they are “ready to commit.” Perhaps you address an objection that potential client may have as a means to get a contract in place. Maybe you ask which product, A or B, they would like to go with — an assumptive close. You could simply ask if your prospect is “ready to move forward.” Or let them know that if they get started today, they’ll see results in a certain time frame.
Some trial-and-error or adjustments (depending on your prospect) will likely come into play. But with regular good sales habits — which will have you prioritizing sales, boosting your confidence and seeing results — the actual “ask” should become second nature.