Developing relationships and providing top-notch customer service are two of the keys to a successful business. However, if you want your business to generate profit, you need to grow your sales. Perhaps one of the most challenging things about business, once you\u2019ve developed those relationships is making the actual sale.<\/p>\n
\u201cA lot of good conversations take place when we build relationships, but did we flat out ask for the sale? Even the most experienced sales staff feel comfortable talking about products and having rapport, but they are scared of being told \u2018no,\u2019 so they might avoid the ask,\u201d said Trent Gabler, BioZyme\u00ae Inc. Sales Coach and former ASM.<\/p>\n
The fear of rejection is a natural reaction; however, until the question is asked, the answer is always \u2018no,\u2019 and when you do get a positive yes, it makes you and your business\u2019 bottom line and outlook a little brighter.<\/p>\n
Gabler offers three methods to empower your staff to feel more comfortable in closing the sale.<\/p>\n
1. Summary close.<\/strong> Once you have discussed a particular product\u2019s benefits or the Amaferm\u00ae advantage, have one or two summary statements and then simply ask when the customer would like to try the product or place an order. You could summarize with the three main selling points of improving intake, digestibility and absorption each time. Just keep your closing statement simple with an impact. For example, you might say, \u201cConcept\u2022Aid offers the benefits of increased reproductive success. When would you like to give it a try?\u201d<\/p>\n \u201cI think the summary close is the best. It highlights the benefits and reconfirms why the producer should invest in your product. How can a producer afford not to use it? Then, suggest how and when to order,\u201d Gabler said.<\/p>\n 2. Now-or-Never.<\/strong> One way you can ask for the sale without really applying sales pressure is during a promotion or sale. If you are a dealer that offers a good deal during or directly after a producer meeting or during a particular season of the year, this is a particularly effective pitch, according to Gabler. People like to save money, so if they know they have to buy \u201cnow\u201d or they will \u201cnever\u201d save money, they are more likely to buy on the spot. With the now-or-never approach, you might say, \u201cThis promotion ends tomorrow. If you don\u2019t place your order now, you will miss out on this incredible savings.\u201d<\/p>\n 3. Direct Ask.<\/strong> If you aren\u2019t afraid of hearing no or maybe, then try asking directly, \u201cWould you like to place your order today?\u201d If you don\u2019t ask immediately after your conversation, and your potential customer says they need a little time to think, make sure you follow up with him or her within two to three days of your original discussion. That allows enough time for the person to think about the products and do any research they might want to do, and yet keeps you and the products fresh in their minds. Never assume they will get back to you; that is why it is imperative that you reach back out to them.<\/p>\n Training your employees to have product knowledge, customer service skills and build relationships are all important. Those skills will lead to empower them to make the ask and close the sale. Making sales and hearing \u201cyes\u201d will further empower and elevate your employees\u2019 self-esteem. Make the ask, make the sale and watch your business grow!<\/p>\n","protected":false},"excerpt":{"rendered":"