The Secret to Closing More Sales
What characteristics do most successful salespeople share?
Researchers for the Behavioral Sciences Research Press studied sales production for more than 25 years. Their work revealed that most successful salespeople share two characteristics. They are very simple.
(1.) They contact more prospective buyers than less successful salespeople do.
(2.) They ask for the order more often than less successful salespeople do.
Common sense, right? Wait until you see the other findings from the same study.
Surprising Research Findings
46% of salespeople ask for the order only once before giving up
24% ask twice before they shy away
14% give it a third try
12% are brave enough to ask a fourth time before they quit
And what is the secret to closing more sales? The same study revealed that 60 percent of all sales are made after the sales person asks for the order five times or more. 60 Percent!
How to Ask
Asking for the sale can begin with a trial close. After you explain facts and benefits of your product or service, you can ask:
“How does that sound to you?” (First time asking for the sale.)
The second time you ask can be another trial close, such as
“Am I going in the right direction?”
More Ways to Ask
“Do you want the standard service contract or would you like more comprehensive coverage?”
“Would you prefer delivery to your warehouse or your office on Main Street?”
“You used 6 of these last month, and you’ll save $10.00 by ordering a dozen. Shall I send 12 out to you today?”
“I know you’re going to be happy with this chair. Can I turn in your order today?”
Marketing studies have found that – except for customers calling specifically to place an order – only 3% of prospects actually offer to buy. The remaining 97% wait for you to ask them to buy!
So, don’t give up after asking for the sale just once, twice, three times or even four times.
About The Author
Ann Barr is a telesales marketing success coach with a passion for teaching. She loves helping people who are starting out in new telesales careers and working with experienced sales reps who are looking for new ideas and tips. In addition to presenting monthly e-classes, she writes and edits direct-mail marketing letters and emails for clients. Sign up today for Ann’s free Weekly Sales Tips and get marketing tips and ideas to increase your sales!
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Ann Barr
757.463.0924
3419 Virginia Beach Blvd #201
Virginia Beach, VA 23452
Books By Ann Barr
Dear Ann:
These were some great reminders. Thanks again. I love reading your articles. I really wish I would get the opportunity to take a class. Maybe some day.
Have a great day.
Rosie
Thank you, Rosie. I’m glad you are finding the articles helpful!