Don't Let this Fear Sabotage You | Sales Tips

One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say "inability" because everybody is able to ask for the sale, many of us are just not willing to. We fear rejection. You can be a great prospector and a great negotiator and you can handle all the objections, ask all the right questions but if you never ask for the sale, then you’re never going to get the sale.

So, get comfortable asking for the sale.

The softest way to ask is "what do you want to do next?" or "where do we go from here?"

However, you can be more assertive by asking:

"Are you ready to get started?"

"Shall we sign an agreement?"

"Would you like to take delivery tomorrow, Thursday or Tuesday?"

"When shall we schedule your first load?"

I don’t care what question you ask as long as you ask for the business!

And for all you sales managers, this is the best coaching advice that you can give your sales reps. Go out and ride along while watching them make sales calls and watch if they ask for the business. If they don’t ask for the business, ask for them, show them how it’s done and coach them after the call to ensure that they are always asking for the sale.

Wayne Gretzky said you miss 100% of the shots you don’t take and the same is true in sales. <--- Click to Tweet

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