...and what you can do differently to make a BIG difference in your sales!

1.  Not asking for the appointment

When you meet someone and find that you have connected with them, go beyond the “let’s get together”.  Take advantage of the moment and ask for the appointment.  In other words, have your calendar available and see what’s best for them.  Offer them choices, and let them choose one.

2.  Not building rapport effectively

When you meet with someone, don’t go immediately into sales mode.  Take time to build the rapport.  If it’s not natural for you, have a list of questions that will help build rapport and connect.  Remember, selling is not telling.  Selling is listening.  Give your prospect a chance to share about themselves.  Connect with intention.

3.  Not offering choices

When you meet with your prospect, ask open ended questions.  i.e. “Of the three packages that we talked about today, which package will work best for you?”  Offer choices, not closed-ended (yes and no) questions.  Take your sales to the next level.

4.  Not asking for the sale and moving into the close

You’ve asked for the order, but you haven’t asked for the money.   Once the client has identified which product they would like, a natural progression is asking what method of payment they would like to make.  

5,  Not asking for the sale more than once

Most large deals are closed after the third “no”.  If you get a “no”, ask again to find out what their true objection is.  An example question to ask is, “what will we have to change to make it a fit for you?”   Appropriate questions will solicit answers that will move you towards the sale.

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Source:  Ursula Mentjes, M.S., ACC, founder of Sales Coach Now, as well as a Sales Expert, Inspirational Speaker, Author and Certified Sales Coach.  Ursula is also the author of Selling with Intention.