Several months ago I wrote a post that highlighted a young lady (Megan) who worked at a tanning salon. She increased the size and scope of a sale simply by recognizing an opportunity and asking for the sale.
Well, I was at that salon yesterday and Megan was working. When she retrieved my file she asked, “How are you enjoying that tanning cream?”
When I replied favorably she said, “How much do you have left? We have a Christmas special on right now so now would be a good time to get another tube.”
After checking how much I had left, I couldn’t help but smile as I said, “I’m good right now.”
She gets it!
In today’s business climate it is essential that you look for every opportunity to increase your sales.
Are there products that your existing customers might not be aware of?
Are there opportunities to follow up and make an additional sale?
Do you consistently look for ways to expand the size and scope of every sale?
The interesting thing about Megan is that she’s the only person I have encountered in that tanning salon who proactively makes suggestions. I know she doesn’t get a sale every time but she doesn’t allow that fact to prevent her from making suggestions and asking for the sale.
I would love to see her sales results compared to her coworkers.
Could your team use some help in this area? Send me a note and we can discuss the best solution (or give me call 905-633-7750).
Before heading to Mexico for a much needed vacation last month, I spent some time at a local tanning salon (I couldn’t bear the thought of roasting my pasty white body in the tropical sun).
A few days ago I returned to the salon and asked the girl at the front desk how often I should tan if I wanted to keep my tan. She suggested a weekly session would be appropriate IF I used a tanning lotion.
When I mentioned that I didn’t use lotion, she inquired why. After telling her that I didn’t like walking around all day smelling like coconut or the tropics she said, “Oh, we have a great unscented lotion. It’s really popular with men. Let me show you.”
After that she said, “I see in the computer that you’re getting low in minutes. Would you like me to renew them for right now?”
A few minutes later I left the salon with a tube of tanning cream and more tanning minutes credited to my account.
A quick and easy sale.
And undoubtedly a few extra bucks in commission for her.
She asked me a couple of questions, showed me options that were appropriate to my situation and she asked for the sale.
I love when that happens!
Too many front-line staff are petrified of making suggestions or asking for the sale. But what better opportunity do you have than with an existing customer?
This applies to people who sell a B2B solution, too.
Many of your customers could use other products or services that you sell IF you make them aware of those options and providing you present them in the appropriate manner.
Take a few minutes and look at your client list. Determine what products they don’t currently buy from that may be of value to them. Then figure out the best way to present those options. Then pick up the telephone and call them.
It’s been said that people don’t like to be sold but they love to buy. Give your customers a reason to consider additional products and services and you can increase your sales with very little effort. Doesn’t that make sense?
Could your team use a boost of sales motivation AND some tangible ideas on increasing their sales. Contact me and we can discuss the best approach.
When I hear the word closer in a sales context it always conjures up images of a smooth talking, bulldog-persistent sales person—someone who cut their teeth in time-share and has moved on to other sales ventures.
However, closing is an integral step in the sales process.
This past weekend, my wife and I visited several wineries in the Niagara region and we noticed that no one ever asked for the sale after conducting a wine tasting.
I know from experience that many people in similar roles will not ask for the sales because they think it is too pushy or that people will be offended. But let’s face it, business professionals need to take control of the sales process and asking for the sale is part of that process.
You might be thinking, “Yeah, I know that Kelley” so I’ll challenge you and ask if you are actually doing it.
Do you ask for the next steps?
Do you ask for the next meeting?
Do you ask someone to take action?
Do you say, “Can we do business?”
Take the bull by the horns, summon up the courage, and ask people for the sale. I guarantee this one step will help you increase your sales.
During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues…they ask.
If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things.
Ask more qualifying questions
I know you probably think you ask enough questions but I’ll challenge you on this because most of the sales people I encounter don’t ask nearly enough good qualifying questions. Most of the sales conversation I listen to start with one or two questions before the sales person launches into his or her pitch.
Ask better qualifying questions
Stop asking weak feeble questions and start asking tough penetrating ones. Questions that make your prospect or customer think. Questions that separate you from your competition. Questions that make you feel slightly uncomfortable…at first.
Ask for the decision maker
If the person you are speaking to is not the sole decision maker you must ask to be connected with the real decision maker. You can accomplish this without alienating your first contact person by saying, “My experience has taught me that everyone has a different perspective on this issue. To avoid confusion, I have found that a conversation with all the key stakeholders saves time for everyone involved. Can you arrange that?”
Ask for the meeting
If you’re making a prospecting call you need to ask for that meeting or appointment. You can’t expect the other person to jump out of their chair and exclaim, “We have to meet!” You need to take the initiative to make that happen.
Ask for an introduction
When you come across an ideal prospect through your network, reach out and ask someone who knows that contact to make an introduction.
Ask for the sale
Okay, this may sound like a no-brainer but far too many people in sales fail to ask for the business. A good friend of mine recently met with a new prospect and that individual expressed in attending a seminar my friend is hosting. However, my friend neglected to ask his prospect if he wanted to register directly with him instead of completing the process online. As I write this post, my friend’s contact hasn’t signed up for the seminar.
Ask for a referral
You do ask people for referrals, right? And you can clearly explain who your ideal customer can’t you? Do this consistently with every customer and prospect and you can quickly increase your business with less effort.
Ask for clarification
If you’re not sure what someone means or you’re confused, ask a clarifying question such as, “Can you clarify that for me?” or “Can you elaborate?”
Ask what concerns or obstacles might get in the way
Lots of deals stall out and die because the prospect has specific concerns. Concerns that were not addressed in the sales conversation. Don’t let this happen to you. Ask people what concerns they might have about moving forward or what might prevent the deal from closing. It’s better to find out early rather than later.
Ask why someone chose you
Many sales people don’t clearly understand their USP or what makes them different than the competition. When in doubt, ask your existing customers. It’s as simple as saying, “John, why did you choose us instead of…?”
Ask for help
We all encounter problems and challenges. Smart sales people aren’t afraid to ask for when they need it. You can ask a colleague, your boss, a customer and even a prospect for help.
Ask why a prospect chose a competitor
When you lose a deal to a competitor don’t just walk away with your tail between your legs. Muster up the courage to ask your prospect why you lost that deal.
In today’s competitive business climate you must get comfortable asking if you want to increase your sales, grow your business and make more money. The more you ask, the easier it gets. The easier it gets, the more you will ask for. And the more you ask for, the more you will get.
If I can help you or your company in any way please free free to reach out: 905-633-7750 or Kelley@Fearless-Selling.ca
A few weeks ago I read a blog post by Jim Keenan that focused on making requests. Too many sales people don’t ask for the things they need or that could help them increase their sales and grow their business.
Here are a few situations that sales (and business) people need to be prepared to ask.
1. Ask for help.
First and foremost, if you need help it is essential that you ask. Ask the top sales person in your company for ideas, advice and feedback. Ask your boss for coaching or direction. Ask people in your network for insights and suggestions to improve your results.
2. Ask for the appointment.
Too many people beat around the bush and don’t ask a new prospect for an appointment. This strategy can result in more meetings which will lead to more sales. Try asking, “Does it make sense for us to meet?”
3. Ask more high-value questions.
After 15 years of training sales people, I have found that the majority simply don’t ask enough high-value questions. High-value questions force your prospect or customer to think and will give you insight to their current situation, problems and desired outcomes. It sounds simple but more people feel uncomfortable asking these types of questions because they think they are too probing and they feel that their prospect will be offended.
4. Ask for clarification.
When someone says something that is vague or unspecific, seek clarification. Ask, “Can you elaborate on that?” or “Tell me more” or “What do you mean by that?”
5. Ask for commitment.
When a prospect or customer says, “Call me next week” pursue that statement by asking, “What day should I call?” If they say, “Anytime is fine” ask, “Does next Tuesday work?” Then ask what time is the best to connect with them. If they respond with, “Anytime is good” ask, “Is mid-morning at 10:15 a good time?”
6. Ask them to schedule the call in their calendar.
Once they agree to a specific day and time, ask them to place that call in their calendar and follow up by sending them an Outlook (or other time management system) appointment.
7. Ask for the sale.
Many deals have been lost because the sale person did not want to ask for the sale so after every sales presentation, sales call, or meeting, make sure you ask for the sale. It’s as simple as asking, “May I have your business?”
8. Ask for a referral.
Whether you get the deal or not, you should ask you contact if they would be willing to refer you to someone in their network. It helps when you can clearly describe your ideal client.
9. Ask for a testimonial.
When you have completed your work with that client, ask them for a testimonial. Video testimonials work best followed by an audio recording. At the very least, get a written endorsement of your work.
10. Ask why a prospect does not want to do business with you.
If someone does not choose you as their vendor ask, “I’m always looking to improve. May I ask what influenced your decision?”
11. Ask what concerns they have.
Most sales people I have worked with hesitate to ask this because they don’t want to know if their prospect has any concerns. However, my perspective is that you need to know this upfront so an unexpected objection doesn’t derail your efforts.
12. Ask who else may be involved in the decision.
You can easily phrase this by asking, “Who else will you need to discuss this with?” or “Who else do you consult with on decisions of this nature?” When they tell you, ask, “Can we set up a day/time to collectively talk about this?”
Summon up the courage and start asking. You have nothing to lose and everything to gain.
What do you think? Do you have others to add?
About Kelley Robertson
Kelley helps sales people master sales conversations so they can win more business and increase their sales. If you’re planning a sales meeting, conference or event and need an engaging & informative speaker, call him at: 905-633-7750 or Kelley@Fearless-Selling.ca. Here’s a quick video of a partial presentation: http://bit.ly/ef5P5l
