salesperson’s purpose is simply to help the buyer purchase what he needs or wants. It is a win-win scenario for both. There is no coercion.
What is missing in many sales presentations however, is the final close asking for the order. I have witnessed countless sales
presentations during my career where the salesperson has done a magnificent job in making her presentation. She answered all of the objections. She probed and used trial closes along the way. At the peak of the presentation, the crescendo she says "have a nice day" or "I’ll see you next time" or "call me when you are ready" or some other lam.comment and then turns to walk away. She never asked for the order!
My sales motto has always been, "Ask, or the answer is always no", and it really is. We must always perform the next natural step in the progression of our wonderful sales presentation, after the objections have been answered, and that is to ask the customer to make a buying decision now. This is the reason why there are salespeople. We would not be needed otherwise.
After all, an interested potential customer can go to the internet these days and learn just about every fact imaginable concerning our products or service. He can also examine ou.competitors. The customer is better educated than ever before. The salesperson must be at least as well educated as her customer as to the features, advantages and benefits of her own products and services, as well as those of he.competitors. Keeping these facts in mind, what then is the role of the salesperson? Salespeople exist to close the sale. That is all.
As salespeople, if we fail to ask for the order, seldom will we actually receive the business and relate.commissions we desire. So... "Ask, and you shall receive".
About the author:
Daniel Sitter is the author of the breakthrough e-book, Learning For Profit, the revolutionary how-to book providing simple, step-by-step instructions to teach people exactly how to learn new skills faster than ever before. It's currently available from c|net’s download.com, the author’s web site
learningforprofit.com' target='_blank' class='navigation'
learningforprofit.comand a variety of online book merchants. Mr. Sitter is a contributing writer for several online and traditional publications. His expertise includes sales, marketing, effective learning techniques, self-improvement and general business interests.
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