Ask for the Sale.

When selling to a customer, ask for the sale and ask for it many times. It's been studied and proven that more sales are closed after repeatedly asking for it vs. making only one or two attempts at closing the deal.

Here are the results of a study conducted by Dr. Herb True of Notre Dame.:

46% of the sales people in the study asked for the sale once and then quit;
24% ask for the sale twice before giving up;
14% ask for the third time;
12% hung in there to ask for the sale for the fourth time before giving up on a customer.

That's a total of 96% who quit after four closing attempts, yet the same research shows that 60% of all sales are made after the FIFTH closing attempt.

Since the percentage of sales people not asking for the sale the necessary 5 times equals 96%, it's obvious that 4% are making 60% of the sales.


There have been numerous other studies that have confirmed these results.


Happy Selling!

Regards,

Thanks for the info Paul. It is nice to see this supported by an actual study. I can use this!!!

Of course, you also have to recognize when a NO is a NO before you get to asking for the 5th time. I think that's the most difficult area for people when selling (when do I wear out my welcome?). There is a fine line between obnoxious and and aggresive.

Asking for a close 5 times also has to be used with other techniques to be effective (understanding and overcoming objections, testing objectives to make sure you're dealing with the real issue, asking probative questions, listening, knowing how your selling process is working - the probability close, ability to epathize vs. sympathize, etc.).


Regards,

Paul, can you call me..... 6026942680

Be Assumptive!!!

ALWAYS ASSUME THE SALE......BE ASSUMPTIVE AND CLOSE THE DEAL. Why would you act any other way....it's counter productive!!!!

ABC and "coffee is for closers" - Glengary Glen Ross!

for sure,,,,

Landa-Man said:

ALWAYS ASSUME THE SALE......BE ASSUMPTIVE AND CLOSE THE DEAL. Why would you act any other way....it's counter productive!!!!

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