Get Off Your Ask - Increase Sales By Closing The Deal
One of the biggest reasons entrepreneurs fail to convert prospects into paying customers is they don't ask for the sale. It's time to close the deal!
Get off your ask!
I wish I could take credit for this phrase but I’m actually borrowing it from my business bestie, Joi Worthy Johnson, who delivered a presentation of the same name at a local entrepreneurship conference. Getting off your ask is all about taking intentional action. If you’ve ever been in any of my live training courses, you may have heard me talk about my three rules to win at everything in business and in life:
1) Show up.
2) Speak up.
3) Show out.
Getting off your ask is covered by the second rule – speak up. One of the biggest reasons entrepreneurs fail to convert prospects into paying customers is because they never ask for the sale!
Picture this -
You find a great prospect who is highly qualified to be your dream customer, being both willing and able to pay your prices. You launch into an amazing product pitch, making sure to cover all the benefit-rich features of your offer. You even manage to answer every question and feel really good about the job you’re doing. Then… awkward silence. You just can’t seem to find the right footing to close the deal.
Have you ever found yourself in this situation?
You’re not alone. So many small business owners have a hard time asking for the sale. After all, nobody likes to be sold to. Right?
Sales feel just so… icky!
The reality is you have to sell something in order to make money in your business. Closing the deal can’t happen if you never ask for the sale. The answer is ALWAYS “no” until you get off your ask!
I promise people won’t be offended if you ask for the sale as long as you approach the conversation in a polite, respectful, and meaningful way. Your prospective customer must see value in the exchange.
How do you do that?
Follow my first rule – show up. Showing up is about serving others. It’s about getting in the room and letting your presence contribute to the positive experience for everyone. When you show up from the position of service, nothing you say will sound “salesy.”
In fact, when you show up from the position of service, you become a better active listener and can easily build rapport with prospective customers. People buy from those whom they know, like, and trust. Let your prospects get to know, like, and trust you through the quality of your service.
Today, I challenge you to get off your ask by showing up from the position of service. Listen to prospective customers. Ask them questions and be truly curious about them and their likes, wants, and needs. Make it all about the customer and avoid talking too much about yourself.
Once you’ve identified a need that can be matched to one of your offers, first ASK the prospective customer for their permission to pitch your offer, then deliver your best benefits-rich presentation that focuses on the prospect’s identified needs, and finally close the deal by ASKING for the sale.
5 PHRASES YOU CAN USE TO CLOSE THE DEAL
1) Who should I make the invoice out to?
2) Would you like the monthly or annual payment plan?
3) Which credit card would you like to use?
4) What day would you like to schedule implementation?
5) What is the best delivery date?
Do this with every sales interaction today and every day going forward then watch your bank account grow! The more you practice getting off your ask, the higher your success rate will be at closing the deal.
Need additional support to take your business to the next level? Contact me to request your FREE Business Breakthrough Strategy Session.