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 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


Toys R Us says liquidation sale likely to start Friday
Toys R Us began going-out-of-business sales at 144 stores in early February. The new round of liquidation sales was expected to take place at hundreds of additional U.S. stores. The company has announced plans to sell or close all of its U.S ...
Planning to hit Toys R Us' liquidation sales? You have to wait until FridayThe Mercury News
Pensacola Toys 'R' Us liquidation sales delayed until possibly FridayPensacola News Journal
Toys R Us liquidation sales begin soon. Here's what to know before you shop.Chicago Tribune
Washington Post
all 439 news articles »

New York Times

Citigroup Sets Restrictions on Gun Sales by Business Partners - The ...
New York Times
Citigroup is setting restrictions on the sale of firearms by its business customers, making it the first Wall Street bank to take a stance in the divisive nationwide gun control debate. The new policy, announced Thursday, prohibits the sale of firearms ...
Citigroup sets new policy restricting gun sales by its clientsWashington Post
Restrict gun sales, Citigroup tells its business partnersUSA TODAY
Citigroup restricts gun sales by business customersCNNMoney
Reuters -Bloomberg -CBS News -Citi Blog
all 207 news articles »

New York Times

YouTube to Ban Videos Promoting Gun Sales
New York Times
YouTube said this week that it would tighten restrictions on some firearm videos, its latest policy announcement since coming under scrutiny following last month's mass shooting at a high school in Parkland, Fla. The video-streaming service, which is ...
YouTube to ban videos about gun sales and modificationsUSA TODAY
YouTube bans firearm sales and how-to videos, prompting backlashChicago Tribune
Policies on content featuring firearms - YouTube Help - Google SupportGoogle Support
Bloomberg -YouTube Creator Blog
all 448 news articles »


Nike shares pop on earnings beat as US sales slump reverses
Nike on Thursday reported earnings and revenue that beat analysts' expectations, fueled once again by international growth and momentum within China. Its shares climbed more than 7 percent in after-hours trading following the announcement. CEO Mark ...
Nike swings to loss, but sales beat expectations; shares riseMarketWatch
Nike sales, shares climb amid fallout from 'behavioral issues'
Nike forecasts reversal in North America sales decline, tops estimatesYahoo Finance
all 201 news articles »

Arizona Legislature passes education sales tax plan
The Legislature has passed a bill that extends for 20 years the education sales tax rate that brings in about $667 million a year to Arizona schools. Gov. Doug Ducey indicated he would sign the bill into law. Voters passed the tax rate as Proposition ...


Clari raises $35M for its AI-based sales platform, expands into ...
Clari — a startup that has built a predictive sales tool that provides just-in-time assistance for sales people close deals and for those who work in the bigger chain of command to monitor the progress of the sales operation — is capitalising on the ...

and more »


Citigroup sets restrictions on gun sales by business partners
Citigroup is setting restrictions on the sale of firearms by its business customers, making it the first Wall Street bank to take a stance in the divisive nationwide gun control debate. The new policy, announced Thursday, prohibits the sale of firearms ...


'Justice League' Storms to Top of DVD, Blu-ray Disc Sales Charts
Warner's “Justice League” led a slew of newcomers that debuted in the top 20 of the national home video sales charts the week ended March 17. The superhero team-up adventure, which earned $229 million at the domestic box office, came in at No. 1 on ...

and more »


Existing home sales jump in February
U.S. home sales rebounded strongly in February, boosted by hefty gains in the South and West regions, but a chronic shortage of houses on the market remains an obstacle heading into the spring selling season. The National Association of Realtors said ...

Harvard Business Review

How We Made Our Sales Training More Effective by Making It Harder
Harvard Business Review
Not long ago, my company was the king of ineffective sales training. We'd hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. As the company ...

Google News

Incentive Dilemma:

Manufacturers and distributors are rolling out more sales incentive programs... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

A Little Something Special Goes a Long Way

Keeping the 80/20 rule in mind; that is that 80%... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

A Brief History of the Sales Profession

The formula for defining a "profession" is similar throughout many... Read More

Using Emotion for Persuasion

The other day, I received the last issue of a... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

What Are Car Boot Sales?

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

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

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

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Focus on a Trade - Not a Discount

Smart buyers will always ask for a better price. Unfortunately,... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

Leave a Better Voice Mail Message

Yesterday I received a call from a financial planner named... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More