Good evening all!

We are there we are finally there!  It’s time to ask for the order after you have done all your hard work.  You are at the point when you can feel confident and say, “How many would you like?”  At this point if you have done the work correctly the customer is saying as many as they can get.  Please use discretion on that last part.  What you may get is a stop as in they are not sure yet.

At that point you really need to go back and review in your head the questions that you asked previously to remember if you answered the pain points or not.  If not you need to make sure that you focus on that, or ask more questions as to why the potential customer is hesitant so that you can understand.  They will usually tell you why pretty quick if you have done all of the steps correctly because they trust you. 

You will need to answer those questions immediately before you can pass go and collect your sale.  Also having that fourth benefit in your back pocket helps to help confirm that they are making the best decision if you can get them back on track. 

So, assuming if you were able to get the customer saying yes and how much then it is up to you to do this next step very carefully.  Tell them the price and “shut up” no more peeps from you because the next person that talks loses.  I’m serious!  I have been in situations where I could not handle the silence and lost margin on the product and walked out thinking that I was a failure.  Please by all means do not be the next to speak.  Wait for them to speak!  If they come back with they are still unsure, go back to the questioning to find out what you may have missed. 

This is the fun part of sales and is the time where most sales people have the uneasy feeling and not sure they can ask for the order.  Same thing applies when you were asking your significant other out on that first date 😊

If you get the okay it is time to jump right into the next step and very important step called “Confirm The Sale and Next Steps” It has a psychological aspect to it that we will talk about next time.  Until then have a great week!

Sincerely,

Kevin Sidebottom

Sales and Leadership Enterprises