Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Two Mistakes That Will Cost You Money > NetSparsh - Viral Content you Love & Share

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You've presented your information in an engaging manner and the prospective customer appears interested. Many salespeople now make one or two very fatal mistakes that cost them the sale.

1. They don't ask for the sale.

2. They talk the customer out of the sale.

You may scoff and think these don't happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it? Let's first address the issue of asking for the sale.

My experience has taught me that the majority of salespeople fail to ask for the sale. Instead, they wait for the customer to say, "I'll take it." However, in many cases, the customer doesn't say this. She may be thinking that the machine will enhance her operation and, hopefully, drive more revenue to the bottom line. She may see that you offer something your competitors do not. She may also want to act quickly and have the equipment delivered and installed in the next few days. But she may not tell you that.

This is your responsibility! If you've worked through the sales process and done everything properly up to that point then you've earned the right to ask for the sale. Remember, the prospect expects you to ask for the sale. You ask you get. The more you ask, the more you get. If you leave the prospect's business without asking for the sale you run the risk that a more assertive competitor will present their equipment and service, ask for, and get the sale! Then your work, effort and energy have been for nothing. I'm not suggesting you will close every sale by asking but I will guarantee that you will generate more business by consistently asking people for their business.

In the last few months I have had at least three situations where I've been ready to buy a product or service but the salesperson failed to ask me. One of these involved membership in a networking group and during the meeting I announced I was ready to join if someone wanted to take my money. To my surprise, no one approached and signed me up. It's little wonder this group is not experiencing growth in its membership.

Unfortunately, many salespeople are afraid of the rejection that comes with selling. By not asking for the sale, they avoid the possibility of the customer saying no. Other salespeople are concerned they will appear pushy and risk offending the prospect. Here are a few simple statements and questions you can use to move the sale forward:

"What are the next steps?"
"What do you think about what we've discussed so far?"
"What would be the best day to arrange delivery and set-up?"
"Is there any reason we shouldn't get started on the paperwork?"

The next biggest mistake salespeople make once they do ask for the sale is to talk the customer out if making the decision. A few years ago, I was considering an activity for one of my training sessions. After listening to the salesman's presentation and seeing the product I told him I wanted one. He proceeded to say, "If you want some time to think about it, that's okay, there's no rush." I again told him I wanted to purchase the activity and he responded by saying that many of his customers like to consider the purchase before making a final decision. Finally, I reached across the desk and took the activity out of his hands and said, "I'll take this one. Here's my card, send me a bill." I couldn't help but wonder how many sales opportunities this business owner missed.

If you want to increase your sales, IMMEDIATELY, remain silent once you ask for the sale. Here's why this simple technique is so powerful.

In every sales situation, the customer or prospect has a mental checklist of conditions that must be met before they will be prepared to make a purchasing decision. Remaining silent allows them time to mentally tick off each item on that list. Talking interrupts this process and does not give the customer time to review what, if any, conditions remain unfulfilled. The longer a customer takes during this process the greater the likelihood they will make the purchase. Yet, most salespeople get so nervous during this period of silence they end up blurting out something like, "Have you been offered a better deal by someone else?"

Don't give the customer a possible objection! Ask for the sale and remain silent until they respond, regardless how long it takes. I recall reading a story about a salesperson whose prospect took almost two minutes to say yes after being asked to make a decision. By remaining silent she closed the sale. Avoid the risk of talking your customer out of the sale by keeping quiet after you ask for the sale.

If you're serious about building your business get serious about asking for the sale and develop the discipline to stay silent afterwards.

You are welcome to reprint or use this article providing you include the following information.

Copyright 2004, Kelley Robertson

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen ? Proven sales techniques to turn browsers into buyers." Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Forbes

A High-Trust Sales Organization Starts From The Top
Forbes
Sales leaders who intentionally build trust can earn an overwhelming list of benefits: consistent profitable sales growth, improved customer satisfaction, protection from competitive threat, innovation and risk-taking, productivity, employee engagement ...


CNBC

Auto dealers see slowing sales, sparking fears that a long-expected decline is here
CNBC
A growing number of auto dealers around the country is seeing a noticeable drop in retail sales and customer traffic in showrooms, raising the possibility that a long-anticipated slowdown in auto sales has arrived. "We are definitely seeing business ...


CNBC

Philip Morris unveils new smokeless cigarettes in a bid to rev up sales
CNBC
The company is also introducing a less expensive line of expensive tobacco insert for the devices, called HEETS, in Japan as it tries to fend off competition and boost sales in key markets. iQOS, a device that heats tobacco instead of burning it, is a ...
Philip Morris aims to revive Japan sales with cheaper heat-not-burn tobaccoReuters

all 275 news articles »

Travis Perkins sales up 3.9%, sees year in line
MarketWatch
Travis Perkins PLC (TPK.LN) said Tuesday that third-quarter sales grew 3.9% and that it anticipates a full-year performance in line with market expectations. The U.K. supplier of building products said like-for-like sales growth was 4.1%. The company's ...

and more »

CNN

Wells Fargo 'misled' investors about toxic sales culture, NY Attorney General says
CNN
The bank has admitted that unrealistic sales goals led employees to open up to 3.5 million fake bank and credit card accounts without customers' knowledge. Wells Fargo workers faced relentless pressure to meet their sales targets, and were rewarded ...
Wells Fargo fined $65M for sales practices that cost investors millionsFox Business
A.G. Underwood Announces $65 Million Settlement With Wells Fargo For Misleading Investors Regarding Cross-Sell ...New York State Attorney General - NY.gov

all 81 news articles »

Charlotte Observer

Red Ventures ends sales training program, with dozens of young workers impacted
Charlotte Observer
The fast-growing Internet marketing firm just south of the state line started the two-year Sales Associate Program in January as a way to reduce turnover in its sales department, as well as groom recent college graduates for careers in sales ...


Logitech confirms FY19 outlook after Q2 sales rise
Reuters
ZURICH, Oct 23 (Reuters) - Computer accessory maker Logitech International SA confirmed its sales and earnings outlook for fiscal year 2019 after double-digit growth in gaming and video collaboration devices boosted sales growth in the second quarter ...

and more »

Bloomberg

Renault Quarterly Sales Decline on Plunging Emerging Markets
Bloomberg
The shares fell as much as 5.3 percent to the lowest in more than three years, after the French manufacturer also cut its market outlook for China, where a slowing economy has weighed on car sales. Renault sees growth of 2 percent there, versus a ...

and more »

Lockheed Martin beats profit and sales expectations, but shares slip
MarketWatch
Lockheed Martin Corp. LMT, -0.41% reported Tueday a third-quarter profit and sales that were well above expectations, but the aerospace and defense contractor's stock slipped 0.3% in premarket trade amid a broad-market selloff. Net earnings rose to $1 ...

and more »

Investopedia

Days Sales Of Inventory - DSI
Investopedia
The days sales of inventory (DSI) is a financial ratio that indicates the average time (in days) that a company takes to turn its inventory (including goods that are a work in progress) into sales. It is also called as days inventory outstanding (DIO ...

Google News

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Selling Against Goliath

Selling Against Goliath?How to Take on the Big Guys and... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

The Struggle to Decide: The Paths Customers Take to Solve Problems

Usually my essays discuss the issues that the 'sales' method... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

Im A Second-Story Man

Can you say who you are and what you do... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

7 Pitfalls of Using Email to Sell

* Are you sending e-mails to prospects instead of calling... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Whats So Special About You? Defining Your USP

Your prospect is in the market for a widget, just... Read More

How Improve Conversion Rates

Do you know your conversion rates? Conversion rate is the... Read More

How Leaky is Your Sales Pipeline?

Does your Sales Pipeline leak? If you answered no, you... Read More

Improve Your Sales Closing Ratio

Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More