I was speaking to a long-time friend last night and he is looking to start a career change by getting into B2B sales.
He had an interview with a chemical company,
where the guy that he was talking to basically
told it to him straight, saying that there is
nothing sexy about selling chemicals, what they
need is CLOSERS.
This is something that you may need in your
small business.
The ability to close the sale is as much of an
art as it is an attitude. You are not at that
sales call to make a new friend.
You are not on the phone consultation to tell
the customer what you are doing for the weekend.
You are not writing a sales letter, developing
a web site, or running your service business
because you really just needed something to pass
the time.
You are doing it to close the sale.
There are hundreds of ways to close the sale, from
the Zig Ziglar specials to long-term techniques of
building a relationship with your customers.
However, there is one thing that all closing methods
have in common.
It’s been going on since the first time a caveman
sold a lion drumstick to the guy next door for a
new baby seal blanket.
You have to ASK for the sale.
I’m sure this is not you, but there are way too
many small business owners that feel like they
are doing their customers a disservice by asking
for the sale.
They feel as if they are intruding by suggesting
useful products and services to their clients, or
perhaps they might make someone mad if they
dare ask if the customer wanted to buy something.
Customers are not visiting your business for fun-zies.
Customers love to buy.
If you have a product or service that can legitimately
help another person, then you have an OBLIGATION
to tell them about it.
If you had a chance to help out a friend, wouldn’t
you take it?
Well, consider your customers the same way. Show them
how your product or service will benefit them and then
ask for the close.
It’s about building trust.
It’s about building the relationship over time.
Your customers don’t want to shop around for
a new salesperson each time they have a similar
problem.
They want to have their “guy” or “gal”
Ask for the sale and all will be well.
Speaking of asking for the sale… if you want
to learn how to close the sale without having to
use worn-out tricks and half-baked pitches then
download the Underdog Sales Bible here:
http://www.closing-the-sale.com
Buy it.
Love it.
Or it’s free. That’s all there is to it.
Until Tomorrow,
Joshua Black
*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.
Download these other great products to help
your business earn huge piles of moolah:
http://www.product-pricing-strategy.com
http://www.how-to-business-network.com
http://www.ranking-higher-seo.com
http://www.UnderdogMillionaire.com/blog
http://www.sales-letter-system.com
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com
http://www.underdog-success-formula.com
_________________________________________
{ 6 comments }
Hey Josh,
Just getting back in the groove today.
If you ever get really deep into closing rooms, etc, my friend dustin matthews over at speakingempires.com and his friends are the ticket. They have an upcoming seminar for $1K…for 3 days. I guarantee that could be some of the best money spent by somebody needing to learn to close.
The guest speaker, jeff adams…big REI marketer.
Talk soon,
Brandon
@Brandon,
Thanks for the tip on the sales course. Looks likes an interesting spin on sales training.
-Josh
Josh – thanks for the reminder to ASK for the sale. This is definitely something I need to do MORE!
And it’s so true that if we have something that really helps people and is what they need and are looking for, we are OBLIGATED to share it with them.
It’s a good reminder about my purpose and how I’m meant to serve…
@Jess
You’re welcome. The only way a customer will know that you expect them to buy something is if you ask for the sale. Thank you for stopping by.
I had to constantly remind my staff this when working in the corporate world. If you’re mouth is not open then your business is not open. Sometimes a lot of my staff would beat around the bush so to speak when talking with customers and I would ask them “well did you ask for the business” and they would respond “no”.
If you don’t ask, you won’t get and sometimes all that is needed to close a sale is just by you asking, provided that you have given the benefits and answered the customers questions.
Anna
@ Anna
-Yep sometimes all it takes is just “popping the question.” It’s amazing how people shy away from asking a customer to buy something.
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