Don’t Ask for the Business!
One of my clients was struggling with the concept of “asking for the business”. It seemed too hard sell. So I suggested she be in the mindset of “offering to help”.
Here are three options –
- Repeat the benefits – “Would you like to gain more clarity and have a success plan for the future?”
- Move to the next logical step – “May I send you a two-page proposal within two days?”
- Make an appointment (for the brave) – “How about we book a time in our calendars for next week. If everything’s fine with the proposal, we’ll be ready to go.”
Instead of asking for the business; offer to help or serve.
How do you gain a commitment from a prospect? Which of the above have you tried? What works best for you?
“In business and life, you get what you want by giving people what they want. You commonly find out what they want by asking – and then listening.”
– Wicke Chambers & Spring Asher
Feel free to share this post with anyone who might benefit. For a collection of sales tips, visit my website www.bruceharrott.com/tips