Asking for the Sale

When you ask for the sale, you should ask both open-ended and closed-ended questions. Closed-ended questions usually elicit a short yes/no answer whereas open-ended questions invite the prospect to elaborate and explain. When asking open-ended questions, you allow the customer to elaborate about their project and closed-ended questions are used when looking for direct answers. Whether you are asking your customer open or closed-ended questions, it is important to listen to their answers and be prepared to overcome any objection that may arise. 

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

The #1 rule of sales…any sales, is: You don’t ask, you don’t get! Yet, many surveys show that a large percentage of salespeople do not ask for a sale. The customer is looking to buy and you’re looking to sell, so why the hesitation? 

​

Before asking a closing question, test the interest of your customer along the way to ensure you are on track with the customer's needs. This is also called the 'trial close.' Perfecting this technique will make asking for the sale a lot earlier and smoother.  Try asking these open-ended questions (below) along the sales process:

​

• “What are your thoughts at this point?”

• “What do you think?"

• “How does that sound?”

• “How do you feel about that?”

​​

The easiest way to get over the hurdles of asking for the sale is to run a mental checklist before you ask for the sale:

 

• Have I developed a good personal relationship with this customer?

• Have I engaged them with enthusiasm about the technology and how it benefits them?

• Have I asked the right questions and listened to their answers?

• Have I provided recommendations and solutions based on what they told me?

• Have I used a demo effectively, when applicable, to get the customer genuinely excited about what the product or service can do for them?

• Have I watched for verbal and non-verbal buying signals like nodding and good eye contact?

 

If you answered YES to these questions, it is time to ask for the sale…

 

• “Would you like me to see how soon we can get your project started?”

• “Would you like to go with the X or Y option?”

• “Based on our schedule, we can get your project underway the week of the 15th. What day would work best for you? Tuesday or Thursday?”

• “Would you prefer financing or would you rather me send you an RFP?”

• “If I can meet that time frame, would you like to get things started?”

• “If we can achieve your objectives. Would you like to get started?”

• "This really seems like a perfect solution, do you agree?”

 

These are just a few closing questions. Find the one that works best for the specific situation and the relationship you have built with your customer. The main point is…just ask! The worst they will say is no. It may require more questions and a re-evaluation of your original recommendations, but the great thing is a no doesn’t always mean the end of a sale.

​

​

​

​

​

​