You have devoted a lot of time working with your prospect. You went through the entire sales process – asking qualifying questions, determining needs, establishing rapport, making sure you are speaking to the key decision maker, and knowing they have budget. You also properly handled all of the objections.
Check. Check and check.
But wait a minute. Didn’t you forget something? Oh yeah, that’s right. You forgot to ask for the sale!
It happens more often than you think. Some sales people are shy. They assume the prospect is going to buy. After all, haven’t both of you spent so much time together – talking about your vacations, your kids, your hobbies, etc. You assume that the prospect is your friend. Your buddy. Of course he’s going to buy from you.
But he’s not going to buy unless you ask for the sale. Why? Because no matter how great your product or service is, people hate to part from their money. Even if you are solving their problems, you still have to ask for the sale. Without that one question, all your time and efforts are for naught.
Below is a great video from YouTube that illustrates my point –