Sales 101: To Stay in Business You have to Ask for the Sale!

Frequently, entrepreneurs whisper to me that while they enjoy helping their clientele, they simply freeze up when the time comes to ask for the sale aka “the money”.

by Elinor Stutz, CEO Smooth Sale

Elinor Stutz

This also includes asking for the business, simply stating their fees, or even asking for monies owed on services already delivered.

Unfortunately, it is very difficult to remain in business when these tasks present such a huge challenge.

Help Yourself by Making  it Easy to Buy!

I recently attended an art show in which my neighbor participated.  Art of all types was on display and most was exquisite. But there was something missing.

I asked if there was a brochure containing the images of the art, item numbers and price. The answer was ‘no’ – an interested party must go through a more complex procedure to get that information.

On the positive side, the artists were friendly to everyone walking through the door, politely answered questions and worked to build relationships with all who attended.

But marketing and communicating the price of their work, well, that was non-existent.

“Sell a Lot” Hits a Nerve!

As I exited the exhibit, I said to my neighbor, “Sell a lot!” She laughed because earning money from her hard work was at the heart of the matter and it appeared not much was selling for anyone.

Her artist friends came over and asked me to repeat what I said because they thought they didn’t hear me correctly.  I repeated, “Sell a lot!”  The artists looked astonished.  I then explained one of my professional endeavors is being a sales trainer.

Without doubt, I hit a nerve even with my good cheer.   They were clearly uncomfortable with my exclamation to “Sell a lot!” It was written all over their faces that they are afraid to ask for the sale aka “the money”.

Unfortunately, most entrepreneurs believe that if you deliver a beautiful painting or outstanding service people will take notice.  While this may be true, you will have a very difficult time paying bills until enough prospects do take notice and become your paying clients.

You Must Ask for the Sale

To remain in business, you must ask – BUT – only after you are certain that your artwork (product, service etc.)  is everything the prospect soon-to-be-client desires.

When you achieve this, you are exchanging value …your product or service in exchange for their money.

My secret for successful sales is to make it so easy for the other person to say ‘Yes’, they would be embarrassed not to purchase.

Some of My Favorite Tips to Make a Smooth Sale:

1.  Tap into the mindset of your clientele
2.  Succinctly communicate and directly answer their questions
3.  Never assume – always ask
4.  First propose what they said they need
5.  Next, add what you think they need
6.  Let your clientele make the choice that’s best for them

When you become comfortable leading the conversation and helping your clients to see the solution, you have marketed yourself as the expert in their eyes. They also see you as providing outstanding customer service.

This is the point where business development becomes automatic.  Not only do more people begin purchasing your products and services, they then refer you to their associates.  Your clientele becomes your sales force plus you will establish a returning and referring clientele.  This is the mark of a truly dynamic business.

Further business becomes a very Smooth Sale!

Elinor Stutz is CEO of Smooth Sale, LLC a sales training company. She is available for team training, coaching, motivational speaking and includes the Smooth Sale product line as part of her program. Her book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, published by Sourcebooks sells worldwide.

Elinor welcomes your questions through e-mail or phone: (415) 615-6887 or (800) 704-1499. To learn more please visit her website and also her blog for her latest insights.

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Related posts:

1. Increase Your Sales Success by Avoiding these Mistakes!
2. Grow Your Business: Harness The Exponential “Power of 10″
3. Grow Your Small Business with the Art of Giving and Receiving!
4. Are Your Marketing Messages Consistent?
5. The Power of Attraction: Do You Wish Upon a Star?

Posted on 22. Mar, 2010 by SFWJ in Sales & Marketing

Tags: Career, marketing, Money, Small Biz, wealth