I know this might sound weird to some of you power sellers out there, but one of the biggest mistakes any salesperson can do is — not to ask for the sale! This most basic and simple question about the purchase is something that not every salesperson does, even when that is exactly what she is supposed to do: to ask for the sale!
Why didn´t you ask about the sale
People tend to downplay this all the time with lame excuses like: “They just wanted to take a look around.” “They were not buying regardless,” or “I seen him three times this week already.” Yes, you did, and maybe today he has gathered enough information or saved enough money to make a purchase finally! So why not just ask about it? Doesn´t hurt, does it? I mean, that is what you are supposed to ask regardless, and everyone that enters a store should expect to be asked if he wants to buy something or not!
Mind Games keep tricking you out
The psychological issue at hand is very interesting and people will spin lies about their lazy excuses why they did not serve this customer well or why they did not ask for the purchase right now and so on. The circle does keep repeating itself every day. Your boss loses a ton of gold each year because you are either too lazy or too stupid or too self-esteemed to ask one simple question:
Do you want to buy this product?
There you go, just a simple question, right? And guess what? Salespeople who ask about the close each and every time, make more sales than people who do not ask! Simple as that! Because the same lazy part of YOUR brain that keeps YOU from asking that question keeps your CUSTOMER from saying no! It´s just like they are being caught with a finger in the jar. Then their embarrassed brain seeks a way out of that misery. Freaking nuts, but it’s true! Simple psychology.
The strangest thing is the chemical reaction in the human brain
I can remember a situation when I was a teenage boy, wandering around in the local sports department out of pure boredom. Suddenly I saw these cool sneakers that I could not afford at all, but I got all excited and put them on, just to see how they would look like. Then a nasty salesperson bothered me with this simple question: Do you want to buy them or not? But to my hormone rocketing teenage brain it sounded more like:
“Hey, you little freak, I know for sure that you cannot afford these glorious sneakers. So get your sweaty feet out of our expensive merchandise and your spotty face out of the front door.”
So what I did next, surprised even myself: I had some money on my piggy bank card, and I bought these f### sneakers just to show him! That is how I got my first pair of Nike´s, and I will always remember hating that guy for tricking me into it! What happened is that this simple question burned my good intentions at the stake. I never wanted to buy these sneakers at all and would that guy have kept its mouth shut, that plan would have worked out pretty well, and I would have dreamed about these sneakers for some weeks to come. Instead now after all these years, I am telling you this story about having been tricked into buying them and regretting it, even if they were cool as hell!
What you need to learn
No matter what: Always go for the kill! Be a pest about it, keep asking, again and again, you never know if the person in front of you will only buy your stuff just to get rid of you! But who cares, as long as the money stays with you? The fact is salespeople that keep asking about the close will sell more. Guess what? It gets noticed by your boss as well, because at the end of the month, under his or her employee number is a bigger sum than under yours!