Sales Secret: Ya Gotta Ask!
by
Dr.
Kevin
Nunley
You can't get the sale if you don't ask. It's an old rule of selling that seems to get truer as the world gets faster and people are busier.
You would think interested customers would say, "I want to buy this, here's my money." It rarely works that way.
When companies do follow-up asking people why they didn't buy, the most frequent reply is, "They never asked."
I've never been good at knowing the "right" time to ask for the sale. Some customers have gotten down right frustrated with me because I didn't ask them to buy, creating an awkward situation for them.
I find it's best to ask for the sale quickly for inexpensive items. Expect to wait longer for your customer to be ready to buy expensive items.
You can soften the blow of going for the sale by saying, "I don't want to presume too much, but how soon would you like to have this item?" "Not to be" works well, too. "Not to be presumptive," "Not to be pushy," "Not to expect too much," "Not to hurry you." Then go ahead with your question.
Dr. Kevin Nunley provides short articles on a wide variety of marketing and sales subjects. He supplies marketing advice and copywriting fast and at a low cost. Dr. Nunley is a veteran broadcaster and marketing consultant.
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