Once you have a suspect or prospect who has considered and decided to buy, the next step is to get him or her to commit. Committing means transactionalising the transfer of value from you to him/her.
This is the part where the men are separated from the boys so-to-speak, when the top sales earners earn their big paycheques.
Ask for the order!
This is a must in all sales.
Asking for the order can be subtle:
“Would you like it delivered on Tuesday or Wednesday?”
“Would you like it in blue or black?”
“Will you be paying with Visa or MasterCard?”
“Would you like an extended guarantee with that?”
Committing to a sale it s the simplest of the 4 steps, but it’s the hardest to perfect with elegance and grace. It’s also the #1 most valuable skill that when absent can kill a sales career dead in its tracks.
In the last instalment of this series on Top Gun Sales Strategies, I will reveal why most salespeople lose as much as 10 to 20% of their sales and up to 50% of their repeat sales…
Stay tuned for that next week!