Do members of your sales team freeze up at this key moment?
Especially with newer or lesser experienced sales reps, the following scenario is fairly common.
They secure a sales meeting with a prospect. They get ready for the meeting. They roleplay with their collages or sales manager. They prepare for any objections they might encounter.
They seemingly do all the right things. Then, they meet with the buyer.
The meeting is going well. There’s synergy between the buyer and the seller. The seller does a good job getting clear on the buyer’s needs and pain points and offers a solution that appears to be a great fit for the prospect. This buyer is genuinely intrigued by the seller’s offering.
And…the sale doesn’t happen.
The seller leaves the meeting confused. It seemed like the prospect was receptive and interested in the offering, yet the seller has nothing to show for it.
Unfortunately, the seller forgot one crucial part of the process. They didn’t ask for the sale.
That’s right. Far too many sellers do all the right things prior to and during a meeting, yet, often out of fear, when the moment of truth arrives to ask for the sale, they simply watch in silence as the moment passes by them.
Salespeople can’t be this passive. They can’t simply sit back while hoping and praying that the buyer will automatically take out his or her wallet. They can’t assume that the prospect knows that the logical next step is to move forward with the sale. The onus is on the seller to bridge the gap between the interest and the sale. And, ultimately, you do that by asking for it.
It may seem basic, but ensure all the reps on your sales team are reminded of the power of asking. Sometimes, it’s the simplest of things that can make the biggest differences in your sales.
