3 Ways Of Asking For The Sale, That ASK For The Sale

Written by Sean McPheat | Linkedin thumb

businessman sign a contractAfter all the preparation, proposals and meetings you’re so close to closing the deal. But there’s one thing stopping you! Asking for the sale…

So let us look at a few more direct and clear ways to ask for the sale that will help you make more money. We’re not talking about any cheesy closing hard sell tactics here. Instead we’re talking about a natural progress to move the sale forward.

How To Ask For The Sale

#1 Be Direct:

  • “Shall we move forward with it?”
  • “Shall I send you the terms and conditions?”
  • “If you can just sign this order form I can get it sorted for you?”
  • “Shall I put it through the till?”

There are not too many ways to be more direct when closing than to ask to prospect to put their signature on the order form or contract or a let’s proceed message.

Such closing requires a strong and confident sales person, as well as some very tactful wording.

Here’s an example:

Sales Person:
With order pad or contract in hand, uses pen to direct the prospect’s eyes as he speaks, carefully watching the prospect for reactions, says:

“So Steve, the whole thing looks like this: We have the two dozen cases of the extra-wide widgets, two cases of the medium, and one case of the small. It all comes to only £2,844, plus shipping.”

Sales Person turns the order, placing it and the pen in front of prospect, and saying:

“Now all I need is your OK right there Steve, and I’ll put a rush order on the shipping.”

Like I said, such a close is not for the timid.

#2 The Alternate of Choice

Though many sales people use this method to ask for the order, often they do so with little conviction and strength.

Verify order details or logistics by giving the prospect two options, but you have to do it with an assumptive attitude.

You have to believe that you are merely verifying the details, or it comes across as a con and the prospect will feel as if you are trying to manipulate them.

Give the prospect the alternative of choice between two buying or logistical options

Sales Person:
“…and then Sarah, we will deliver, install and test the software. The total comes to £3,400 for the first year and then £425 per year in maintenance fees. Would you like to set up the installation for Friday, or the beginning of next week?”

Sales Person:
“The whole thing comes to only £2,844, plus shipping. So, Steve shall I put that on our express delivery service or our normal 4-day delivery?”

# 3 Ask a Closing Question, Congratulate and Assume the Rest

This also requires confidence.

Ask a closing or bridge question, and then assume the sale.

By a bridge question, I am referring to that question that simply helps bridge that gap between the end of the sales presentation and the time you strongly ask for the order.

A few I really like are: “Does that make sense?” and “Is that fair enough?”

So ask such a question, congratulate the prospect on making a great decision, and start with the paperwork. You can also use such a bridge with the above closes as well.

Sales Person:
“Finally, Sarah, we will deliver, install and test the software. The total comes to £3,400 for the first year and then £425 per year in maintenance fees. Does that make sense?”

Prospect:
“Yeah. It looks good.”

Sales Person: Extends hand to shake…
“Great Sarah! Thanks for your business. We have a little paperwork to take care of and we’ll be all set…”

Also, use this close combined with the above…

Sales Person:
“The whole thing comes to only £2,844, plus shipping. Is that okay, Steve?

Prospect:
“Yeah. It looks like a good rate.”

Sales Person:
“Great Steve. So, Steve shall I put that on our express delivery service or our normal 4-day delivery?

It is normal for people to want to put off making a decision.

It is your job to help them make that decision and you cannot do that if you do not properly ask them to make a decision.

Failing to Ask For the Sale

A problem that many sales people have is that they do not properly ask for the sale. They do not clearly ask the prospect to make a decision.

Now before you say, “Oh, I don’t have that problem…” you may want to read on.

Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale.

Three Ways of NOT Asking For The Sale

#1. Wait For The Prospect To Make the First Move

One of the most popular closes, (or should I say anti-closes), is when the sales person presents the offer and waits for the prospect to say something. The sales person waits, hoping the prospect will say, “Ok! Give me a pen, where do I sign?” which usually does not happen.

Sales Person:
“So Steve, the whole thing looks like this: We have the two dozen cases of the extra-wide widgets, two cases of the medium, and one case of the small. The whole thing comes to only £2,844, plus shipping.”

Silence.

Sales Person looks up at prospect, smiles, and then looks back down at order.

Silence.

I’m sorry but this is not asking for the order.

#2. The, “So What Do You Think?” Close

Sales people terrified to ask for the sale, often use this.

Since they appear to be asking a closing question, the sales person feels as if he or she accomplishes something, without directly asking for the order and thereby avoiding the risk of direct rejection.

The sales person does indeed accomplish something with this close…they make the whole situation much worse.

Sales Person:

“So Sarah, we will deliver, install and test the software. The total comes to £3,400 for the first year and then £425 per year in maintenance fees. So what do you think?”

First, asking the prospect what they think, is not asking them to buy.

However, what is worse is that turning to logical thinking is the last thing you want the prospect to do at that point. People make buying decisions based primarily on emotion. They then back up those decisions with the logical thinking.

By asking the prospect what they think, you are invoking the wrong part of the prospect’s brain and you still have not asked him or her to make a decision.

Is it any wonder why the prospect eventually responds by telling you they want to THINK about it? You just asked them what they think!

#3. The Incentive Close

Another way that sales people can ask for the sale without clearly asking for the sale is to use some incentive in an effort to stimulate the prospect to action.

Sales Person:

“So Steve, the whole thing looks like this: We have the two dozen cases of the extra-wide widgets, two cases of the medium, and one case of the small. The whole thing comes to only £2,844, plus shipping.”

“However Steve, if you place an order with me today, not only will we pick up the shipping costs, but we will give you an additional box of the small widgets…absolutely FREE!”

Silence.

You cannot wait for the prospect to snatch the contract out of your hand and close themselves! You need to sign post the way for them.

I hope this has helped. I go into more detail on how to ask for the order with my article The Top 5 Phrases That Will Close The Deal.

I also mentioned earlier about using sales transition statements or “bridging” as it’s normally referred to.  I’ve got 3 Great Examples Of Sales Transition Statements if you’re interested in learning more on them.

I recommend that you check out those articles and if you’re ever looking for Sales Training then don’t forget that we have a number of offline and online learning solutions that can help you.

Happy Selling!

Sean

Sean McPheat

Managing Director

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo

Sales DNA

Originally published: 28 March, 2018