We understand that requesting a sale may seem daunting at first. But know that it's the part where you need to bring more sales. It propels your entire interaction with the prospect forward.
Whether selling a product or service, mastering the art of closing a deal is key to your success.
So the question is how to ask for a sale.
Worry not! We’ll walk you through some of our best strategies to help you ask for sales. So, let's begin.
Asking for a sale with the right qualifying questions is an art. You need to understand your prospects' business thoroughly. Then only you can define what they need and how you can make them pick you over others.
The clarity of these things will help you make sales.
So, here are 5 result-oriented tips for AEs to close more deals (Faster).
Let us introduce you to the "Need, Like, Trust, and Pay" model. It’s an effective approach to identifying your potential customers. The model inspects whether your prospects align with your offering.
Now, let’s take a closer look at each qualifying condition:
Here's how Matthew Ramirez, Forbes 30 under 30 alumni & Founder of Rephrase, explains the topic beautifully-
"The best way to ask for the sale is by following the “Need, Like, Trust, and Pay” model. Your potential customer should “need” your product or service, “like” your brand, “trust" you as a vendor, and “pay” for the purchase. If these conditions are met, the sale is almost guaranteed.
Once trust is established and a need is identified, the sale is simply a matter of asking for the business. However, if any of these conditions are absent, you will need to work harder to build rapport and demonstrate why your product or service is the right choice. By following the “Need, Like, Trust, and Pay” model, you will be able to effectively ask for the sale and increase your success rate."
In case your sales approach isn’t meeting the NLTP model’s conditions, follow these tips:
Knowing what your prospects want is the base for generating sales. It enables you to get an idea of their expected goals and needs. Thus, you can modify your sales pitch to please your prospects.
Here are some tips to understand your prospects' needs:
Your rapport plays a significant role in closing a sales pitch successfully. Basically, a good rapport shows that your prospects can trust you.
Further, you can establish mutually beneficial relationships with prospects.
So, let's see how to win the trust of your prospects:
Building rapport with the customers is critical. It will build your image and make your customers feel valued. But, to do so, connecting with them is the key!
One powerful way you can make it happen is by engaging in meaningful conversations with them. Moreover, don’t forget to invite them to share their thoughts through feedback.
You can also implement some personalized strategies to develop a personal connection – like suggesting offers or need-based products based on history.
Moreover, it's interesting how you convey your message nonverbally can greatly impact your prospects. Thus, it's vital for you to use positive body language, such as:
It brings warmth and friendliness during meetings. Additionally, keep working on your active listening skills.
For example, you can summarize the prospect's words and ask clarifying questions.
Though your aim is to ask for a sale, don't make it so obvious to your prospects. We mean, you must give them something of value selflessly. If they appreciate it, you'll be in a good position to present your sales pitch to them.
Here's how to do so:
Essentially, it's about showing that you care and are there to help, not just sell something.
These are nothing but testimonials or case studies of what you have done in the past. They act as the report card of your performance.
Some of the simple social proofs that you can use are:
It can help your prospects feel more confident choosing your business and establish trust in your brand.
If possible, you must negotiate the budget with your prospects who are willing to hire you. However, it depends on your service type.
Here are some examples of how you can address budget issues:
"I understand that budget is a concern. To accommodate your financial situation, we can discuss flexible payment plans or phased implementation. This way, you can start experiencing the benefits of our solution without a significant upfront cost."
"I understand that this is a substantial investment for your company. Let's address your concerns one by one. What specifically about the budget is causing hesitation, and is there any way we can find a solution that would make you more comfortable with the investment?"
Also, nobody likes friction when it comes to making payments, be it a B2B or B2C customer. So, you must make your payment process straightforward. Here’s what you need to do:Create interest and excitement among your prospects by highlighting your product/service offers. Here are some key strategies to help you present the benefits and features effectively:
You can use the following to tell real-life impact:
No matter how great your product or service is; someone will have objections or dissatisfaction. Such customers can harm your brand image when not handled properly.
Also, these are the customers who, when they feel satisfied, will refer to your product/service for a long term solution.
Some simple ideas to try when handling objections are as follows:
One way to handle objections effectively is to anticipate them in advance. Think about common objections that customers may have and prepare responses to address them.
Also, don't skip to ask open-ended questions from your prospects. It'll help you tap into your customer's hidden concerns. Thus, you can tailor your responses accordingly.
When a potential customer objects, addressing it with empathy and understanding is important. Acknowledge the customer's concerns and validate their perspective.
It'll assure prospects that you understand their point of view. In fact, it'll show your commitment to find a solution that meets their needs.
Another way to handle objections effectively is to reframe them as an opportunity.
For example, suppose a prospect objects to the cost of your product or service. In that case, you must take it as an opportunity. Thereby, highlight the long-term benefits and return on investment.
Thus, you help prospects see past their initial concerns. Plus, they can now focus on your product/service's value.
There are many components you need to take care of while asking for the sales pitch:
According to a study, the initial hour after a lead generation or inquiry submission holds the highest likelihood of a successful conversation over a call.
In fact, the research showed that connecting for sales within the first hour yielded 137 successful conversions on the first attempt.
It underscores the importance of promptly following up with leads.
If you are wondering how to end your sales pitch successfully, then optimizing your CTA is important. Research has shown that using ‘words that sell’ in the CTA can significantly increase your success rate.
A study conducted by Harvard Business School found that using the word "because" in a CTA increased the success rate by over 30%. Other verbs with proven results include:
Let us tell you how to close a sales pitch with your confidence. When you ask for a sale, you must show confidence in your product or service and assertiveness in your approach. Prospects are likely to buy from someone confident in what they're selling.
Thus, use a firm tone of voice on the sales call. And, if you are pitching in a virtual meeting, maintain eye contact.
When it comes to confidence, let's see what leading M&A Advisor, Erin O'Leary does to make sales-
"I simply explain that the sales process can take from 6-9 months and I ask them:
Would you like to be doing the same thing you are now a year from now or would you rather be ____ (fill in the blank with what they told me they would like to do in the next stage of their life)? And I close 80% of the time."
The best way to do so is by creating a sense of urgency, as it effectively encourages prospects to purchase from you. In fact, this is how you should end a sales pitch. You can:
Ensure to follow up with potential customers after a sales pitch. It helps maintain a positive relationship and keep the sales process moving forward. Here are some key sales follow up strategies to help you follow up effectively:
Always thank your prospects for giving their time to listen to you. Further, you can express your gratitude for their interest in your service by offering them something free of cost. These may include how-to guides for the product/service or invitations to relevant webinars.
Remember to ask for a follow-up call/meeting as soon as your initial conversation ends. It shows the prospect you're committed to working with them and value their time. Also, be clear about the next steps and when you'll be in touch. To do this effectively, you should document a strategic phone script for follow up.
Follow up with a personalized email after your initial conversation. In the email:
Asking for a sale is the best way to move ahead in the sales process. You must understand the customer's needs, develop rapport and trust, and outline the benefits and features. Additionally, learn to address objections from prospects and follow up to boost your chances of success.
Seems a lot, right? To ease these processes, we recommend you join Revnew. We have a team of sales professionals with a proven track record. Once you join hands with us, we’ll entirely take up the responsibility to bring your business consistent sales.
Want to get in touch? Contact us here.