5 Things To Do Before Asking For The Sal

Closing the sale can make the best of us get sweaty palms. What will happen? Will they say "Yes!" or will they reject your offering? Because this process is so intimidating to many non-trained sales people, it is often botched. Either you go in for the close too quickly, or you never ask for the sale.

Here are five things to discuss with a prospect BEFORE you ask for their business.

1.Be clear of the needs and/or concerns of your prospect. What problem are they trying to overcome? What do they want and hope for? Ask lots of questions to be sure you have a very good understanding of each client's circumstances.

2. Explain how your product or service will SPECIFICALLY help your prospect. What is the benefit to them? This should sound different for each prospect - because it is based on their own situation.

3. Find out how your client feels about your product or service. Most purchases are made based on emotion. Gage the prospects emotional response by reading their body language and asking questions to help you learn their reaction.

4. Discuss any objections the prospect has about your service or product. Be sure and address these objections and answer any questions or concerns they have. Be honest. If their objection is legitimate, acknowledge it and when possible offer a solution or alternative.

5. Be sure you are dealing with decision-maker. Find out early on if the person you are talking with is able to make the final decision. If not, get the decision-maker involved in the discussion as soon as possible.

Take the time to discuss each of these five areas with your prospect before you even think about asking for their business. Once you have thoroughly talked through these items, and you are getting a positive reaction, then be sure and ask for their business. Be direct. Ask them, "Are you ready to get started?" or "Which color would you like to order?" The more thoroughly you get to know your prospect and genuinely offer them a solution to their problem or need, the more likely you are to win the sale.

Summary: Don't rush in to close the sale unless you have addressed all five of these critical issues!