www.socoselling.com Open in urlscan Pro
104.26.9.188 Public Scan

Back to summary

Submitted URL:
https://search.app/QC8cVJMVSjTizrEWA
Effective URL:
https://www.socoselling.com/ask-for-the-sale-without-being-pushy/
Submission: On June 11 via manual (June 11th 2024, 2:20:22 pm UTC) from CA — Scanned from CA

Form analysis
3 forms found in the DOM

GET https://www.socoselling.com/

<form role="search" method="get" class="search-form" action="https://www.socoselling.com/">
  <label for="search-field">
    <span class="screen-reader-text">Search for:</span>
    <input type="search" id="search-field" class="search-field" placeholder="Search..." value="" name="s" tabindex="-1">
  </label>
</form>

GET https://www.socoselling.com/

<form role="search" method="get" class="search-form" action="https://www.socoselling.com/">
  <span class="screen-reader-text">Search for:</span>
  <input type="search" class="search-field" placeholder="Search..." value="" name="s">
  <button type="submit" class="search-submit normal-search" value="Search" aria-label="Search"><i class="astra-search-icon"> <span class="ast-icon icon-search"></span> </i></button>
</form>

POST https://submit.ideasquarelab.com/v1/xu207

<form method="post" action="https://submit.ideasquarelab.com/v1/xu207" id="inf_form" autocomplete="new-password" novalidate="novalidate"><input type="hidden" class="tve-f-a-hidden" value="https://submit.ideasquarelab.com/v1/xu207"><input
    id="4Jkz8VdTBXnzWRwsKq8Iyr" type="hidden" name="4Jkz8VdTBXnzWRwsKq8Iyr" value="d7f967e80b285edb0b0926ea8af4491e"><input id="inf_field_MiddleName" type="hidden" name="inf_field_MiddleName" value=""><input id="6EovJjWkpLoVQmpQjgalnU" type="hidden"
    name="6EovJjWkpLoVQmpQjgalnU" value="39374025e9588eeaa6340fd260b7a2ba"><input id="6IIkZaQWeNqUIxefED32Zh" type="hidden" name="6IIkZaQWeNqUIxefED32Zh" value="Your Email Address Here..."><input id="inf_field_PostalCode" type="hidden"
    name="inf_field_PostalCode" value=""><input id="inf_field_FirstName" type="hidden" name="inf_field_FirstName" value=""><input id="7Do1OogtMoni4hCDPCgJju" type="hidden" name="7Do1OogtMoni4hCDPCgJju" value="Email Address"><input
    id="4nynRseivAKFMp6zjlskxY" type="hidden" name="4nynRseivAKFMp6zjlskxY" value="7fcb487172477cd25aa38a1f67227be2"><input id="6oKQ8wqpZ2BZ5wLZv9r38" type="hidden" name="6oKQ8wqpZ2BZ5wLZv9r38" value="b55f5901afbc1c55a77fa804dfdc0521"><input
    id="3wKHfG4ZfRErKlefRsDQq0" type="hidden" name="3wKHfG4ZfRErKlefRsDQq0" value="35dd1739eefdaae9951512c79c153090"><input id="5ZqKulSebuvy9zEMjsPqfJ" type="hidden" name="5ZqKulSebuvy9zEMjsPqfJ" value="8b2e7b5db4eae0291fbabad1d7f6e0dc"><input
    id="3hOBNxtsatZzDNwCRWVnPL" type="hidden" name="3hOBNxtsatZzDNwCRWVnPL" value="Your Email Address Here..."><input id="5WmTrN1kwgUzR9hQ4x2bD2" type="hidden" name="5WmTrN1kwgUzR9hQ4x2bD2" value="Email *"><input id="2NjWjgtxBKlppSdi6PsXjx"
    type="hidden" name="2NjWjgtxBKlppSdi6PsXjx" value="ae10b49504d80f3c9e269ca46fe662c7"><input id="3IOyg3SQ3kIv90bXsfEOlK" type="hidden" name="3IOyg3SQ3kIv90bXsfEOlK" value=""><input id="4Wj60gjilHzbJqgjpSueWU" type="hidden"
    name="4Wj60gjilHzbJqgjpSueWU" value="55914a5cab982639c743ae4bb838cce3"><input id="is_validation" type="hidden" name="is_validation" value=""><input id="6eIku3uxQAuEEqLbc7NRLr" type="hidden" name="6eIku3uxQAuEEqLbc7NRLr"
    value="24766f1e263a0dd048aeb21e76ab338f"><input id="T6mHIjTT7oLqgkweu5Xme" type="hidden" name="T6mHIjTT7oLqgkweu5Xme" value="NEW - SpamKill -&nbsp;
Negotiation Opt In"><input id="infusionsoft_version" type="hidden" name="infusionsoft_version" value="1.70.0.492850"><input id="fqMLDtCDHTXGeBCUEvo1VC2yPWBFpLWIYTnPbgYQbxA" type="hidden" name="fqMLDtCDHTXGeBCUEvo1VC2yPWBFpLWIYTnPbgYQbxA"
    value="0L"><input id="begFQGXlwLDXOe0iTQns3DzlkQqdgHBtMicxINQrXBr" type="hidden" name="begFQGXlwLDXOe0iTQns3DzlkQqdgHBtMicxINQrXBr" value=""><input id="jTeud7tANcuBj5AbslpR0yz756sC7K6XGjVRfvfCWLA" type="hidden"
    name="jTeud7tANcuBj5AbslpR0yz756sC7K6XGjVRfvfCWLA" value=""><input id="Lj6szd0fISOXy5o7joDhWhgclpTGlKiqUxguMsQMGYp" type="hidden" name="Lj6szd0fISOXy5o7joDhWhgclpTGlKiqUxguMsQMGYp" value=""><input id="inf_field_Email" type="hidden"
    name="inf_field_Email" value=""><input id="inf_field_Website" type="hidden" name="inf_field_Website" value=""><input id="xpJs9jVkjeGi5NJwrR4eJKuCJ96aA6DzcbAqLRimyn8" type="hidden" name="xpJs9jVkjeGi5NJwrR4eJKuCJ96aA6DzcbAqLRimyn8" value=""><input
    id="2I2NrKfFxLH4utYXCmdeGO" type="hidden" name="2I2NrKfFxLH4utYXCmdeGO" value="demo@example.com"><input id="is_version" type="hidden" name="is_version" value="t6">
  <div class="tve_lead_generated_inputs_container">
    <div class="tve_lg_input_container tve_lg_input tve_lg_regular_input" data-selector="#lg-l8tvx5pm .tve_lg_regular_input:not(.tcb-excluded-from-group-item)"><input name="uOtklhRnmUqDHYJQVAUfwNqyZTG7DkN47ZI2lBNq5iA"
        id="uOtklhRnmUqDHYJQVAUfwNqyZTG7DkN47ZI2lBNq5iA" type="text" placeholder="First Name *" value=""></div>
    <div class="tve_lg_input_container tve_lg_input tve_lg_regular_input" data-selector="#lg-l8tvx5pm .tve_lg_regular_input:not(.tcb-excluded-from-group-item)"><input name="6AwfjIcKta7lQ1GgFXtJrK" id="6AwfjIcKta7lQ1GgFXtJrK" type="email"
        placeholder="Email *" value="" data-required="1" data-validation="email"></div>
    <div class="tve_lg_input_container tcb-plain-text tve-new-dropdown tcb-local-vars-root tve_lg_dropdown" data-style="default" data-icon="style_1" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item)">
      <div class="thrive-colors-palette-config" style="display: none !important"></div>
      <input type="text" style="position: absolute; opacity: 0;" autocomplete="off" readonly="readonly" name="2IVvdwf33K5DDvmMjQIgonyXzYnBaEkD6Ks0mGnawUA" id="2IVvdwf33K5DDvmMjQIgonyXzYnBaEkD6Ks0mGnawUA" value="Sales Rep"
        data-placeholder="2IVvdwf33K5DDvmMjQIgonyXzYnBaEkD6Ks0mGnawUA" placeholder="2IVvdwf33K5DDvmMjQIgonyXzYnBaEkD6Ks0mGnawUA">
      <a class="tve-lg-dropdown-trigger tcb-plain-text" tabindex="-1">
<span class="tve-disabled-text-inner">Sales Rep</span>
<span class="tve-item-dropdown-trigger">
<svg xmlns="http://www.w3.org/2000/svg" class="tve-dropdown-icon-up" viewBox="0 0 320 512"><path d="M151.5 347.8L3.5 201c-4.7-4.7-4.7-12.3 0-17l19.8-19.8c4.7-4.7 12.3-4.7 17 0L160 282.7l119.7-118.5c4.7-4.7 12.3-4.7 17 0l19.8 19.8c4.7 4.7 4.7 12.3 0 17l-148 146.8c-4.7 4.7-12.3 4.7-17 0z"></path></svg>
</span>
</a>
      <ul class="tve-lg-dropdown-list" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-list:not(.tcb-excluded-from-group-item)">
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Sales Rep" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Sales Rep</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Sales Leader" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Sales Leader</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Manager/Director" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Manager/Director</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="HR/L&amp;D" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">HR/L&amp;D</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Event Planner" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Event Planner</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Solopreneur" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Solopreneur</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Independent Trainer" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Independent Trainer</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Others" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Others</span></li>
      </ul>
    </div>
    <div class="tve_lg_input_container tcb-plain-text tve-new-dropdown tcb-local-vars-root tve_lg_dropdown" data-style="default" data-icon="style_1" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item)">
      <div class="thrive-colors-palette-config" style="display: none !important"></div>
      <input type="text" style="position: absolute; opacity: 0;" autocomplete="off" readonly="readonly" name="roUu0ccDyGIDEkE4Q3iAXgfm0yijJpBwZfnAEwHy6I7TGAnMw5jNtbWUsr7V04vOwim7Ei2JIhmtLoMm7CcE6O"
        id="roUu0ccDyGIDEkE4Q3iAXgfm0yijJpBwZfnAEwHy6I7TGAnMw5jNtbWUsr7V04vOwim7Ei2JIhmtLoMm7CcE6O" value="USA" data-placeholder="roUu0ccDyGIDEkE4Q3iAXgfm0yijJpBwZfnAEwHy6I7TGAnMw5jNtbWUsr7V04vOwim7Ei2JIhmtLoMm7CcE6O"
        placeholder="roUu0ccDyGIDEkE4Q3iAXgfm0yijJpBwZfnAEwHy6I7TGAnMw5jNtbWUsr7V04vOwim7Ei2JIhmtLoMm7CcE6O">
      <a class="tve-lg-dropdown-trigger tcb-plain-text" tabindex="-1">
<span class="tve-disabled-text-inner">USA</span>
<span class="tve-item-dropdown-trigger">
<svg xmlns="http://www.w3.org/2000/svg" class="tve-dropdown-icon-up" viewBox="0 0 320 512"><path d="M151.5 347.8L3.5 201c-4.7-4.7-4.7-12.3 0-17l19.8-19.8c4.7-4.7 12.3-4.7 17 0L160 282.7l119.7-118.5c4.7-4.7 12.3-4.7 17 0l19.8 19.8c4.7 4.7 4.7 12.3 0 17l-148 146.8c-4.7 4.7-12.3 4.7-17 0z"></path></svg>
</span>
</a>
      <ul class="tve-lg-dropdown-list" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-list:not(.tcb-excluded-from-group-item)">
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="USA" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">USA</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Canada" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Canada</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Singapore" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Singapore</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Malaysia" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Malaysia</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Indonesia" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Indonesia</span></li>
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            class="tve-input-option-text tcb-plain-text">Philippines</span></li>
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            class="tve-input-option-text tcb-plain-text">Thailand</span></li>
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            class="tve-input-option-text tcb-plain-text">Vietnam</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Rest of Asia" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Rest of Asia</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Australia/NZ/Oceania" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
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            class="tve-input-option-text tcb-plain-text">Europe</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="South America" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">South America</span></li>
        <li class="tve-lg-dropdown-option" data-label-value="true" data-value="Africa" data-selector="#lg-l8tvx5pm .tve_lg_dropdown:not(.tcb-excluded-from-group-item) .tve-lg-dropdown-option:not(.tcb-excluded-from-group-item)"><span
            class="tve-input-option-text tcb-plain-text">Africa</span></li>
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    </div>
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        style="display: none">
    </div>
  </div>
  <div style="display: none;"></div><input type="hidden" id="tve_mapping" name="tve_mapping" value="YTowOnt9">
</form>

Text Content

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 * TrainingMenu Toggle
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     * Lead Qualification
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     * Storytelling
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Main Menu
 * TrainingMenu Toggle
   * Sales TrainingMenu Toggle
     * All Sales Programs
     * SOCO Selling Fundamentals
     * Advanced Selling – Challenger
     * Prospecting
     * Lead Qualification
     * Differentiating from the Competition
     * Key Account Management
     * Insight Selling
     * Storytelling
     * Mindset for Sales
     * Social Selling
     * Digital Networking
     * Networking
     * Virtual Selling
     * Customer Success Training
     * Exhibition & Trade Show
     * Channel Partner Management
   * Management TrainingMenu Toggle
     * Sales Force Management
     * Management Mastery
     * Coaching Your Team
   * Negotiation Training
   * Customer Service Excellence
   * CoachingMenu Toggle
     * Sales Team Coaching
     * Individual Coaching
     * Coaching Your Team
   * Virtual Instructor Led Training
   * Train-the-Trainer
   * Training By IndustryMenu Toggle
     * Technology/SaaS Sales Training
     * Medical, Pharmaceutical and Healthcare Sales Training
     * Media & Advertising Sales Training
     * Manufacturing & Industrial Sales Training
     * Hospitality Sales Training
     * B2B Sales Training
     * Retail Banking Sales Training
     * Insurance Sales Training
     * Retail Selling Training
 * Keynotes
 * E-LearningMenu Toggle
   * All Courses
   * Sales Accelerator Pack
   * Sales Teams Pack
   * Prospecting – Outbound Sales
   * Negotiation Training
   * Management Mastery
   * Mindset For Sales
   * Differentiation Dominance
   * Social Selling
   * Virtual Selling
   * Indonesian E-Learning
   * Thai E-Learning
   * Vietnamese E-Learning
   * Mandarin E-Learning
 * ResourcesMenu Toggle
   * ArticlesMenu Toggle
     * All Articles
     * Sales Skills
     * Negotiation Skills
     * Prospecting
     * Social Selling
     * Sales Force Management
     * Indonesian Articles
     * Mandarin Articles
     * Thai Articles
     * Vietnamese Articles
   * Podcast
   * Free Downloads – Sales ProfessionalsMenu Toggle
     * Closing Deals Guide
     * Key Account Planning Template
     * Customer Service Skills Guide
     * Omnichannel Prospecting Pack
     * Negotiation Planner
     * Competitor Analysis
     * Demonstrate Your Expertise Using Social Media
     * Sales Roadmap
     * Objection Handler
     * Qualifying Cheat Sheet
     * LinkedIn Outbound
   * Free Downloads – Sales LeadersMenu Toggle
     * Coaching Catalyst
     * Sales Leader Pack
     * Sales KPIs
     * Interview questions
     * Great Sales Team Meetings
   * BooksMenu Toggle
     * The SOHO Solution Book
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HOW TO ASK FOR THE SALE WITHOUT BEING PUSHY

/ Closing Techniques, Sales Skills / By SOCO Sales Training

In theory, if you’ve done everything right up until the final moment, closing
the sale should be a piece of cake. So far, you’ve identified your customer’s
pain points, helped them uncover related issues and proposed how your solution
will solve them. But for some reason, even sales professionals with advanced
sales skills have trouble asking for the sale without being pushy (or feeling as
if they are.) Considering this is a common issue that affects many sales
professionals’ careers from advancing, we’ve created a mini-guide containing the
best tips to help you ask for the sale without being pushy but also without
being too passive.

When it comes to sales, there’s a fine balance between being too passive and too
aggressive, skew too far in either direction and your sales results will suffer.

Get Personalised 1-1 Sales Coaching

Also read:

Your Negotiation Planner For Winning Every Deal



Prepare an invaluable offer your counterpart can't refuse

 * Why Everyone Should Work in Sales at Least Once in Their Life
 * Good vs Bad Salespeople
 * What Assets are Needed to Succeed in Sales?


WHY YOU NEED TO AVOID PUSHY SALES TACTICS

Salespeople don’t always have the best reputation; we’re often stereotyped as
aggressive, pushy and dishonest. If this is your customers’ impression of you,
can you blame them for becoming suspicious when you attempt to aggressively or
over-eagerly sell to them? Logically, they assume you have an ulterior motive,
one that definitely won’t benefit them – but will only help you profit. The
result is that you’ve lost them before you’ve even had a chance to show them how
your solution can help solve their problem. Instead, they’re worried that
they’re going to lose money – so they become defensive and shut down. When a
prospect is unwilling to engage, you’ve lost all respect, trust and credibility
with them from that point onwards. In other words, you’ve already lost the sale.


WHEN DO I ASK FOR THE SALE?

A hiccup for many is deciding when to ask for the sale, but many forget that you
can always identify the signals that someone is ready to buy. The first most
obvious signal is that they’re asking you many questions about how your service
works. In this instance, they’re actively envisioning how it would be to work
with you and your solution – which indicates they’re ready to buy. Another
signal someone is ready to buy is that they’ll ask to see proof devices for a
second or even a third time. When customers do this, they’re simply taking a
closer look at the facts and benefits of your offering.

While these examples are an excellent starting point to ask for the sale, you
should be mindful not to be passive. Remember, closing a sale can suffer from
either a too-passive approach or a too-aggressive one.

Also read: 15 Top Sales Closing Techniques To Increase Close Rates


HOW TO ASK FOR THE SALE WITHOUT BEING PUSHY

Now, you might be sure of when to ask for the sale but still lack the confidence
to follow through. Keep reading to discover our tips for asking for the sale
without being pushy below:


1. PREPARE FOR REJECTION

One of the biggest hurdles for salespeople when asking for a sale is overcoming
the fear of rejection. No one likes to feel rejected, but try not to take it
personally – just because the buyer said no now doesn’t mean they won’t want
your product or service in the future.

It just means they’re not ready to buy just yet. Ultimately the sooner you learn
how to deal with rejection and failure without letting it affect your outlook or
job performance, the better.


2. LISTEN TO YOUR BUYER’S NEEDS

Sales professionals should listen 80% of the time and only talk 20% of the time.
Of that 20%, half of that should be asking questions, which leaves only 10% for
selling and telling. 

Therefore, if you focus intently on your prospect’s information about their
problem, you can better formulate a personalised offering that they’re more
likely to buy. Rather than an unappealing one size fits all type of deal. 


3. IMPROVE YOUR CONFIDENCE

When you lack confidence in yourself and your offering, prospects notice.
Imagine two equally knowledgeable and skilled people offering the same product
or service. One has a positive attitude while the other has a negative attitude.

I guarantee that the one with the positive attitude will outperform the one with
the negative attitude every time. How do you combat a negative mindset? Write
down your most outstanding sales or life achievements. Then use this as a daily
reminder of motivation and inspiration.


4. ASSUME THE SALE

While we already know that closing a sale can suffer from either a too-passive
approach or a too-aggressive one. The assumptive close, also known as the
presumptive close, solves this problem. It’s called the assumptive close because
the salesperson assumes the prospect is ready to buy. Instead of the salesperson
saying ‘Are you ready to buy?’ they assume the sale by asking questions like
‘Would you like me to arrange for delivery on Monday?’

Ultimately, the assumptive close keeps you in control of the sales momentum by
skipping past the whole question of whether the customer wants to buy. In this
approach, you assume that the sale is as good as done.


5. LEVERAGE URGENCY

By leveraging a sense of urgency, you’re communicating to your prospect that
it’s crucial to act promptly, decisively, and without delay. Otherwise, you’ll
risk losing out on a valuable offering. For instance, “If you decide to purchase
today, you’ll be one of the last customers to receive 20% off your entire
order.”


6. SHARE SOCIAL PROOF

The great thing about social proof is that it’s your actual customers telling
the story of how your solution solved their problem. Naturally, prospects are
more likely to agree to the deal if they’ve seen other people benefit from your
solution.

To achieve this, ensure you have plenty of social proof available when meeting
with your prospect. That way, when it comes to asking for the sale, your
prospects will already feel good about your offering.


7. USE STORYTELLING

Study after study shows that people are more receptive to stories than almost
any other type of communication. Our brains not only crave stories but to
remember them. As such, we pass on meaningful ones to others. That’s why
incorporating storytelling into asking for the sale is so effective.

You can do this by creating a hero with a name, a personality, and a practical
problem to overcome. But, you must take great care when deciding how to reflect
your intended message. Ensure your storytelling speaks to your customers. You
can do this by including the same hopes, ambitions, fears, regrets, and
disappointments they have.

Need help crafting your message? Our unique workshop, Storytelling In Sales,
equips you with the knowledge and application skills to plan engaging and
relevant business pitches. Get immediate access now and learn how to execute
results-oriented pitches. All while demonstrating your ability and track record
to solve problems.

Get Personalised 1-1 Sales Coaching


8. ATTEMPT A TRIAL CLOSE

You can always use a trial close to gauge your customer’s willingness to move
forward. However, many people are hesitant to try a trial close because they’re
afraid of objections, and what’s more – they’re scared of questions. Don’t be!
Because if they’re asking, that means your customer’s engaged and interested. So
use these trial closes to get a sense of where your customer are at, and it will
help you address potential roadblocks and objections while they’re small before
they get bigger. For example:

 * “Does this make sense?”
 * “Have I explained it clearly? Do you understand? Is this clear?”
 * “Do you see how this can help companies?”
 * “Do you see how this could help your company?”
 * “How does that sound?”
 * “What do you think?”
 * “What’s missing?” 
 * “Does this cover everything?”


9. ASK AN ASSUMPTIVE CLOSE QUESTION

The idea with these assumptive close questions is that you’re no longer asking
permission to make the sale — you’ve already made the sale as far as you’re
concerned. In other words, you’ve answered “Yes” on the customer’s behalf. For
example:

 * “What method of payment would you like to use?”
 * “How quickly would you like the product delivered?”
 * “Whose name do I make the invoice out to?”
 * “How many of these items do I need to put you down for?”
 * “What day do you want our technician to do the installation?”


HOW NOT TO ASK FOR THE SALE

We’ve covered how exactly to ask for the sale without being pushy. But be
careful not to run into these common mistakes that many underconfident
salespeople make:


RELY ON INCENTIVES TO TEMPT PROSPECTS

It can seem tempting to sweeten up your prospect with incentives before
explaining your solution’s benefits. But honestly, many salespeople lead with “I
have the lowest price – I’ll give you a good deal’. Yet, no matter how hard you
try, no one will buy something, no matter how cheap it is if they suspect it
won’t work. Doing so would be a waste of their money.


BE IN-DIRECT

Communication is vital when asking for a sale. That’s because it is the
foundation of rapport and understanding. If you can’t directly ask your prospect
for what you want, they won’t be able to reply how you want them to.

As such, you should never retreat to using vague language. Not only will your
prospect probably become confused, but their patience will wear thin. Again,
this will potentially cost you the sale you could have made had you said, “would
you like to sign?”


WAIT FOR THE PROSPECTS TO ASK FIRST

Unfortunately, you can’t just explain to your prospect how your solution solves
their problem, stand back and wait for them to ask where they can sign. By
waiting for your prospect to start asking how you can move along, you’re wasting
valuable time that you could be using to expand their knowledge of your other
products. In other words, your chance to upsell and cross-sell. Not only that,
but you’ll radiate a vibe that your solution is untrustable because you have no
confidence in it- which could cost you the sale.


MAXIMISE YOUR SALES SKILLS IN ONLY 12 WEEKS WITH PERSONALIZED 1-1 COACHING

You’re good at what you do, but you know there’s the next level. 

That’s where our 12 week intensive Sales Mastery program comes in.

Our individual sales coaching program involves a tailored learning system
consisting of e-learning, six 1-on-1 coaching sessions and email support.

We call it ‘intensive’ because it is – during the 12 weeks, you’ll be working on
your sales skills, gathering and documenting your sales process, crafting new
scripts and working on perfecting your craft.

Get Personalised 1-1 Sales Coaching


Prepare To win Every Deal With This Negotiation Planner



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