Just Ask!

Instilling urgency in a prospective customer can make the difference between achieving a sale and losing it altogether. If your prospects cannot vividly see personal benefits from taking action, there will never be the sense of urgency needed to follow your suggestions.

Closing is the logical conclusion of a demonstration of your products and services. Make certain that you ask enough open-ended questions to know for certain that you are applying the correct solutions to the exact problems and needs you have uncovered from your questioning. Through this process, the answers to your questions should give you all the levers you need to create a sense of urgency in your prospects.

Urgency can also be created when prospects can take advantage of special pricing on packages or bundles of products for a limited period. Make certain that all special offers or time constraints are pointed out to your prospects so that they can feel the need or urgency of making a decision today. If service charges will be increased or interest rates will change soon, use this information to set the stage for a positive and timely buying decision.

You can also create urgency by asking your prospects how much it will cost them not to take action today. If a suggested product will help them make money or avoid losing money, show them exactly what it will cost them to leave this problem unsolved. Also show them the pitfalls of trying a "do it yourself approach." Often from this vantage point, prospects will be able to overcome the natural reluctance to making changes and move forward with a favorable decision.

If your prospects are still reluctant, ask them about their concerns or reasons for not moving forward on your suggestions. Often a person just needs to verbalize why he feels the way he does to see that his concerns have little or no foundation in reality. To assist your prospects, write down each concern and then weigh or compare the reason to wait or postpone a decision against the benefits of taking action now. If you have built trust with your prospects, you can act almost as an independent consultant might act to help them "weigh" what would be in their best interest. It's always best to have all the reasons for reluctance to proceed out in the open so that they can be addressed, minimized, and new positive reasons given for taking action.

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publicantions a dividion of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, check out the listings on The $elling Edge, Inc. website at: http://www.TheSellingEdge.com/books1.htm.

Note: You can contact Virden at: [email protected].

In The News:

Oyo plans to lay off sales staff  Economic TimesAbout 60 salespeople in Oyos New Delhi and Gurgaon offices were the first to be fired and got their letters on Monday.
Expect sales to improve during festive season: Rajiv Bajaj  MoneycontrolThe automobile industry must look at its own shortcomings before asking for stimulus from the government, said Rajiv Bajaj, managing director of Bajaj Auto.
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Victoria’s Secret Sales Fall 7%  The Wall Street JournalL Brands Inc.'s revenue fell in its latest quarter as sales at the retailer's embattled flagship Victoria's Secret chain declined further.
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Target Extends Growth Streak With Strong Sales and Profit  The Wall Street JournalTarget said sales and profit rose in the second quarter, sending shares on track for a record, as the retailer extended its growth streak from investments in its ...
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N.J. reaches settlements in automotive sales industry fraud probes  NJ.comOfficials on Wednesday announced settlements in three separate investigations of alleged consumer fraud involving auto dealers and an online seller of ...
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Dick's Sporting Goods Sports Higher Sales, Raises Guidance  TheStreet.comDick's Sporting Goods posts second-quarter sales that surpass analysts' forecasts and lifted its full-year outlook - another sign that the U.S. consumer remains ...
Sale or no sale, online shoppers always get great deals in India  Economic TimesMissed Independence Day sales of Flipkart and Amazon? Don't fret; you'd get good deals on most products, particularly in the fashion and lifestyle segment, ...
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Top 10 motorcycles July 2019 - Hero Splendor No 1, but sales decline 31 percent  RushLaneHero Splendor continued to be on top of the motorcycle sales chart for yet another month. But this time, it has reported a massive decline of 31 percent.
PV sales continue downhill ride  The HinduRetail sales of passenger vehicles (PVs) fell by 11% last month to 2.43 lakh units compared with the almost 2.75 lakh units sold in July 2018, according to data ...
Retail sales fall at fastest rate since 2008  BBC NewsThe CBI says sentiment among retailers is 'crumbling' amid weak trade during August.
Jumia Finds Wrongdoing in Nigeria Sales Force as Loss Widens  BloombergJumia Technologies AG has identified improper transactions at the Africa-focused online retailer's Nigeria business that amounted to as much as 4% of ...
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Tough economy put a chill on Mr Price retail sales  Fin24A tough economic climate has put pressure on Mr Price's fashion retail sales, as customer spending remained constrained, the company said in a trading ...
Home Depot Cuts Sales Forecast  The Wall Street JournalHome Depot lowered its sales forecast and warned that falling lumber prices—as well as the potential effects of tariffs on U.S. consumers—could weigh on ...
Signs of spark: Amazon, Flipkart bet big on festive sales spike  Economic TimesThe marketplaces could see a surge of over 40% in consumer traffic during the festive season.
The business of online sales: Who benefits the most?  Exchange4MediaAs per an industry estimate, sales growth of 25-30 per cent is witnessed during peak discount period around festivals such as Diwali and Navratri.
The best Labor Day mattress sales available now  CNETThere's no price for a good night's sleep, but mattress sales are nonetheless appreciated.
Realme on track to meet 15 million unit sales target this year  MoneycontrolSmartphone maker Realme on August 20 said it is well-positioned to sell 15 million units to meet its target this year. The company is focussed on "massifying" ...
Amazon launch biggest ever sale for the end of summer Bank Holiday  Mirror OnlineCheap headphones, 4K TVs, laptops all feature in Amazon's end of summer sale just in time for the Bank Holiday - and has been dubbed their biggest ever.
Target's stock surges toward record high after profit and sales beats, raised guidance  MarketWatchShares of Target Corp. shot up 7.8% toward a record high in premarket trading Wednesday, after the discount retail giant reported fiscal second-quarter...
Why “Tell Them Something They Don't Know” Is Bad Advice in B2B Sales  Harvard Business ReviewFew people in sales would dispute the importance of bringing insights to customer conversations. One might call this the Jane Austen rule of selling: a seller in ...
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Car sales won’t pick up without support from government: Hyundai India chief  The Financial ExpressThere has been no layoff at our factories so far as we have a responsibility towards our employees too. They have to be supported in tough times. As far as ...
Kohl's second-quarter profits beat expectations, but sales miss the mark  CNBCKohl's says a strong start to the back-to-school season and new partnership with Amazon helped it beat earnings expectations.
Sydney and Melbourne house prices are set to bounce despite low sales numbers. These two charts show why.  Business Insider AustraliaIn Sydney and Melbourne, there are far fewer homes going to auction currently after more than a year of falling house prices. The ones that are auctioned at the ...
'Customers no longer feel as safe': Walmart employee emails petition protesting gun sales to CEO Doug McMillon  Business InsiderA Walmart corporate employee named Thomas Marshall on Tuesday emailed a petition with more than 128,000 signatures to the company's CEO, Doug ...
Australian car sales are picking up speed, as tax cuts and falling interest rates begin to fuel the economy  Business Insider AustraliaUsed car sales — a leading indicator of how the economy is faring — are picking back up as Australians splash some much-needed cash.
Department stores hope used clothes will revitalize sales J.C. Penney, Macy's, and other retailers are partnering  The HustleLast week, J.C. Penney and Macy's announced a deal with the fashion resale site thredUP to devote sections in their stores to second-hand clothing in hopes of ...
The best sales and deals online today: Save 50% on select Hydro Flasks  Business InsiderWe rounded up the eight best sales and deals happening online today, with savings on Hydro Flasks, apparel at Frank And Oak and Macy's, and Leesa ...
Plug-In EV Car Sales In South Korea Surge In 2019  InsideEVsSouth Korean plug-in market is dominated by the domestic all-electric models. We are eager to see whether the Tesla Model 3 will be able to beat the Hyundai ...
Even heavy discounts are failing to push commercial vehicle sales  MoneycontrolTruck sales, a leading indicator of economic growth, are the worst-hit across automotive categories.While discounts averaged 10% on retail prices earlier, they ...
Fresh call for ban on peat sales as ITV Tonight discovers UK garden centres set to miss eco-friendly target  ITV NewsAs millions look forward to Bank Holiday in the garden, there is rising concern about one of the most popular horticultural products. The ITV Tonight programme ...
Bando and 6 Other Home Decor Sales We’re Excited About the Week of August 19  Architectural DigestAll products featured on Architectural Digest are independently selected by our editors. However, when you buy something through our retail links, we may earn ...
Microland appoints Ashish Mahadwar as President of Global Sales and Marketing  MoneycontrolMicroland, an IT and digital transformation company, announced that Ashish Mahadwar has joined the Bangalore- based company as President, Global Sales ...
Mercedes van lineup under review as diesel debate hits sales  Automotive News EuropeMercedes, which has unveiled its EQV battery-powered people carrier, expects 15 percent to 25 percent of passenger-van sales to be full-electric variants by ...
Home sales drop in city for 11th month in the past 12  Crain's Chicago BusinessThe number of homes sold in Chicago fell last month in July from a year earlier, making it the 11th month in the past 12 when city sales were down, according to ...
Consumers defer old gold sales on hopes of further rise in prices  Business StandardAfter a buoyant June quarter, Indian consumers are now staying away from *fresh* sale of old or used gold and jewellery to generate cash in July and August, due ...
AirPods Maker Sales Surge 79%, With More Growth Expected  BloombergLuxshare Precision Industry Co. drew a series of analyst price upgrades after the Chinese assembler of Apple Inc.'s AirPods revealed a roughly 80% surge in ...
Back-to-School Sales for 2019: Best Tech Deals We Could Find  WIREDWe combed through this weekend's back-to-school deals for bargains on great tech and dorm room essentials.
Home Depot stock rises on better-than-expected profits even as the company lowers outlook on tariff worries  CNBCHome Depot's CEO says the retailer cut its outlook partly due to "the potential impacts to the U.S. consumer arising from recently announced tariffs."
Passenger vehicles retail sales fall 11 per cent in July: FADA  Economic TimesAccording to Federation of Automobile Dealers Associations (FADA), PV sales stood at 2,74772 units in July 2018.
What Is Hampering EV Sales? Cox Gets Answers From Dealers  InsideEVsCox Automotive, the company that owns KBB, made an interview with consumers about what prevents EV adoption. And made interesting discoveries.
Rise in online sales for SMEs following eBay programme  RTE.ieMore than €1 million worth of sales has been generated by a group of small to medium sized Irish businesses taking part in an eBay pilot programme that was ...
Diesel Car Sales Plunge In The World's Hottest Electric Car Market  OilPrice.comSales of certain diesel models are in free-fall as Norwegians turn to Tesla and other makers of premium electric vehicles (EV), Rystad Energy finds.
Price Surge Means 'Hell' For Gold Sales As Demand Ebbs  NDTV NewsJewelers in India, the top consumer after China, are facing a bleak outlook as record high prices and fading demand threaten to drag annual gold sales to the ...
Google sees 90% YoY sales growth in US thanks to Pixel 3a  9to5GoogleA new report has shown that the Pixel line remains one of the fastest-growing smartphone ranges in the United States — thanks to sales of the Pixel 3a.
BitGo Hires Sales Chief from Crypto Custody Rival Xapo  CoinDeskCryptocurrency custodian BitGo has announced the addition of Xapo's Pete Najarian to its executive team. Joining as the chief revenue officer, Najarian is ...
RV sales slump could be recession sign. Trump's trade war not helping.  INSIDERSales of recreational vehicles have fallen in every month of 2019 compared to last year, rocked by trade wars and recession fears.
Television sales decline 10-20% despite discounts  MoneycontrolNEW DELHI : Despite discounts, Indians are deferring purchases of new television sets, sending sales of leading brands down by 10-20% from a year ago.
Shopify’s new initiative may drive sales increases: Guggenheim  Yahoo FinanceShopify's CEO net worth has reportedly doubled to $3.2 billion in just six months, according to Forbes. Yahoo Finance's Dan Howley joins Akiko Fujita on 'The ...
Oppo gets new Global Sales and Marketing presidents  Times of IndiaChinese handset maker Oppo has announced the establishment of its new Global Sales and Global Marketing business units to drive the company's ...
Four arrested in Waverly after drug sales investigation spans 6 months  Elmira Star-GazetteFour were arrested after an investigation into narcotic sales and possession spanned 6 months. They were arraigned and sent to the Tioga County Jail.
Energy Department Announces Congressionally Mandated Notice of Sale of Crude Oil from the Strategic Petroleum Reserve  Energy.govWASHINGTON, D.C. – Today, the U.S. Department of Energy's (DOE) Office of Fossil Energy (FE) announced a congressionally mandated Notice of Sale of ...
Industry hopes new federal rules will help local condo sales  Frederick News PostAs condominiums have become a smaller part of Frederick County's development scene, local Realtors are hopeful that new federal guidelines will help lead to ...
Mr Price shares plunge after retailer warns of lower sales of apparel  Business DayIn an ominous sign for SA's retail sector, affordable fashion retailer Mr Price Group, which traditionally weathers economic storms better than others thanks to its ...
Baton Rouge home sales are slowing, so why are prices going up?  Greater Baton Rouge Business ReportWhile nearly every indicator points to a slowing Baton Rouge residential real estate market, there's one measure that seems curiously out-of-whack with the ...
Auto industry woes pile up, sales in July the worst in nearly 19 years  LivemintIndia's passenger vehicle industry suffered its worst sales performance in nearly 19 years in July as a slowing economy, higher ownership costs and floods in ...
July 2019 Malaysian vehicle sales go up by 19.5%  Paul Tan's Automotive NewsAfter a quiet June, car sales in the country picked up again last month. Data from the Malaysian Automotive Association (MAA) revealed that 50853.
TJX’s sales growth has slowed, but it’s still making its brick-and-mortar strategy work  The Boston GlobeWhen the news hit the wire Tuesday morning, you could picture investors wondering: Has the TJX Cos. juggernaut started to run out of steam?
Home sales drop 12% in Huntington Beach, Fountain Valley, Garden Grove, Westminster: 19 things to know  OCRegisterHomebuying in what we'll call the “Beach Blvd. Corridor” — in and around Huntington Beach, Fountain Valley, Garden Grove and Westminster — fell 12% as ...
July auto slump worst in 20 years  Economic TimesNEW DELHI: In July, passenger vehicle sales dropped by a huge 30.98% to 200,790 units. At current monthly average sales, total projected annual sales of ...
VW Group sales rise 2nd straight month behind VW, Audi brands  Automotive News EuropeSales at Volkswagen Group, the largest light-vehicle maker in China, rose for the second straight month in July as gains at the Audi and VW brands more than ...
Hyundai car sales break up July 2019 - Venue, i20, Creta, Grand i10, Santro  RushLaneHyundai Venue has become the best selling Hyundai car in India, pushing the i20 and the Creta to 2nd and 3rd spot. Grand i10 sales declined 50%.
Brief warning: Innerwear sales reveal a slowdown  Economic TimesSharp dip in June quarter figures shows 'men's underwear index' holds true for India.
Recession warning: RV sales hit the skids  Yahoo FinanceForget the bond market, some economists are looking to the RV market for signs of an impending recession.
Greene King sale isn’t one for pubgoers to drink to  The GuardianHong Kong buyer CKA wants the chain's cheap property portfolio, and pub closures will surely follow.
Target Q2 beats expectations on strong sales, stock surges  Yahoo FinanceBig box retail giant Target blew past Wall Street expectations during its second quarter.
Balking at cottage prices, millennials are driving RV sales  Financial PostHistorically, the Canadian RV market consisted of an older demographic, but around the 2009 recession a new trend emerged.
Officials shaping pitch for transportation sales-tax renewal in 2020  Santa Rosa Press DemocratSonoma County's transportation authority has taken another step toward asking voters in 2020 for early renewal of a sales tax that pays for regional road and ...
Lupin gains on sale of Japanese injectables business  MoneycontrolShares of Lupin gained after the drugmaker announced an agreement to sell its Japanese injectables business to neo ALA Co. Ltd, a wholly owned subsidiary ...
Tata Motors expects double-digit decrease in sales: Vendors  Economic TimesThe maker of the Harrier and Nexon SUVs, Prima range of trucks and Ace mini-trucks, however, expects this to be a temporary phase.
'Resized' Tata says car sales in Thailand will continue  Bangkok PostTata Motors Thailand plans to keep a business presence in the country despite ceasing local assembly in the financial year that ended in March.
RV Sales Are Down  Mother JonesI guess we should all be prepared for a spate of articles using various home-brew metrics to predict whether a recession is near. You know the drill: sunspots, ...
OnePlus 7T Pro India Launch Tipped for September 26, Sales Rumoured to Begin from October 15  Gadgets 360OnePlus 7T Pro launch in India is said to be scheduled for September 26, while its sale is rumoured to go live from October 10.
La Perla sales decline in first year under Lars Windhorst  Financial TimesItalian lingerie maker La Perla suffered falling sales in its first year under the ownership of German financier Lars Windhorst, according to newly published ...
Homes sales and prices jump in parts of Tampa Bay  Tampa Bay TimesSingle-family home sales and prices jumped in most parts of the Tampa Bay area in July as the supply of available homes shrank to its lowest level in at least a ...
Car sales hit rock bottom, discounts at all-time high  The Indian ExpressAuto sales are at their lowest levels in nearly two decades and dealers are saddled with huge inventory. To push sales in such an environment and clear the ...

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