If you are interested in participating in our upcoming Closing Sales Training, please register using the form below.
Overcome the discomfort of closing sales by learning to easily ask for your prospects’ business.
“The highest price you can pay for a thing is to ask.” – Ralph Waldo Emerson
One of the largest (and most costly) roadblocks in the sales industry is salespeople who neglect their responsibility to close the sale. In fact, callers don’t ask their contact to do anything in 63% of sales transactions conducted in the United States. Why is this? A major reason is that most people are naturally hesitant to ask for the sale. They might feel embarrassed, pushy, manipulative, or aggressive. We also have the tendency to invent a number of reasons why the person would say “no” in our own heads. These thoughts and feelings are common and can be overcome with the help of this sales training program.
It all begins with the value of asking for the sale. No matter the situation, the benefits of asking always outweigh the benefits of keeping your mouth shut. Here are seven reasons covered in our sales training program on why you should ask:
- You will close more deals. Obviously you lose 100% of the deals that you don’t ask for. The simple act of asking will certainly lead to many sales over a long period of time.
- You will close deals faster. Procrastination will only allow your prospect to become more impatient while your doubts grow.
- You will build experience and gain sales skills. Every question that you ask is an opportunity to improve your pitch and become a better salesperson.
- You will build relationships. Even if you aren’t able to earn a sale, you may be able to gain a referral or a positive business relationship.
- You will put things in motion. At the very least, your question causes your contact to consider your point of view and can help deepen your discussion.
- You will make your prospect happy. Your call will open the door for your prospect to improve their own life or business operations. Give them an opportunity to say “yes”!
- You will find clarity. Don’t leave someone confused or angry because of your call. Make sure that your purpose is clearly defined.
“Asking for the sale represents a pivotal moment in the relationship between buyer and seller…asking for the sale shifts the ownership of the situation to the buyer and empowers her or him with the responsibility to say yes or to give a good reason for saying “no.” In both cases, this results in a valuable experience for the salesperson—either a successful close or insight into what else a buyer might need before making the decision to buy.” – Peggy Carlaw
Sales is a process. Closing the sale and asking for the business is the logical conclusion of all the prior steps of the sales process. With practice, closing will come naturally to those who have diligently followed through on each step of the sales cycle.
This business-to-business sales training program is designed to help any employee go from timid novice to a confident deal-closing machine. Our corporate training methods have helped a number of different businesses in the Salt Lake area. You’ll meet with our qualified training professional who will share the sales tips and techniques that can help your team defeat the challenge of closing the sale.
The principles and topics taught in this sales techniques training include:
- Why Ask for the Business?
- Facts About Sales
- Sales Failure vs. Sales Success
- Sales Process
- Increasing Closing Ratios
- Overcoming Common Objections
- What to Do When We Lose a Sale
- Our Prospect and Our Role
- Maintaining Control of the Sale
- Sales Etiquette
- Recognizing Buying Styles
Please contact Business Minds Research & Development today if you want your business to participate in our Closing the Deal seminar. It is offered as a stand-alone event or as part of an entire series of seminars. We are confident that it will completely transform your office’s sales calls.
“Gentlemen, after all, this business of selling narrows down to one thing – just one thing … seeing the people! Show me any man of ordinary ability who will go out and earnestly tell his story to four or five people every day and I will show you a man who just can’t help making good!” – Walter LeMar Talbot, President of the Fidelity Mutual Life Insurance Company