Ask for the Business

Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immediate buy in, and purchase our product based on the presentation they just heard.

Unfortunately, it does not work that way. Simply explaining your product is not enough. To many times we are satisfied with our presentation of the product that we forget our number one goal. Closing the deal!

Customers will get up from your desk, or hang up the phone, parting with statements such as, that sounds great! Let me think about it, or let me discuss it with my spouse and get back to you.

The number one reason we do not ask for the business is the fear of rejection. We would rather end our presentation on a happy, upbeat note, and leave the ball in our customers court.

Ask yourself this question:

Would Michael Jordan leave the ball in the opposing teams court, or would he take the ball to the hoop?

You should be doing the same thing at the end of every sales presentation, take the ball to the hoop, except in your case, ask for the business and close the deal.

One of the best techniques for doing this is by asking leading questions.

Here are a few examples of leading questions:

How about we open an account for you right now?

Why don't we take a minute and get you started?

What do you say I go ahead and order an appraisal right now?

A leading question basically leads the customer in the direction you want to go with them, if they weren't interested in your product, you would never have gotten to this point. It is just following through with everything you just explained to them.

They are most likely going to agree with you and buy your product because the information is fresh in their mind. The minute they leave your office, or get off the phone, your business card is left in their pocket all but forgotten, headed toward a wash cycle, or the napkin they wrote your number on is headed for the trash.

Out of sight, out of mind!

So strike while the iron is hot!

Get their business while they are in front of you, because they may never be in front of you again!

Jay Conners is a former loan officer with more than fifteen years of experience in the mortgage business. You can learn more about the mortgage lead industry and how he became involved in it by visiting his site at http://www.jconners.com a mortgage resource center. He also owns http://www.callprospect.com a mortgage lead company.

---

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

Business owners should be more like doctors.Forget selling and start... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take... Read More

How To Shorten The Selling Cycle And Reduce Buying Stalls

The main reason for buyer resistance and selling stalls boils... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

How to Eliminate Objections to Price

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

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Breaking the Ice and Winning Over the Client

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

Clear Up Blurry Communication

One of the top brewing companies in America is a... Read More

The Benefits of Display Mannequins

Mannequins are primarily used in stores to display clothing. A... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

How to Buy Wholesale Store Fixtures for Your Business

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

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

How to Reach Purchasing Agents of Big Corporations

Now business owners and sales professionals can develop a Faster... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

Selling Abilities - Part 1

Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

Value Based Pricing, Not Price Cutting

Special Requirements for Reprint: we ask only that you include... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More