I have so enjoyed working with my business coaching clients and have noticed something they all have in common. They want NEW CLIENTS!
Business owners and sales professionals work hard to find prospective clients. However, when it comes down to asking for the sale, they become uncomfortable and don’t know what to say… and sometimes LOSE the sale!!
Today, I am sharing ONE, SIMPLE secret to increase your closing ratio, which is this:
When you are qualifying a client and you ask a question, simply ask the question and then… STOP TALKING!
NOTE: This is especially important when you are asking for the sale.
Entrepreneurs and sales professionals will often say something like, “Would you like to move forward? Because the benefits are a, b, and c, and I believe the value will be great and you should definitely do this and I know it will provide the solution, and I’ll also throw in this extra thing and blah, blah, blah…”
Aaaak! STOP TALKING!!
When you keep talking, you are showing a lack of confidence and belief in what you are presenting, so you feel the need to defend what you are pitching.
I’m not saying the benefits are not important. You should talk about the benefits of your product BEFORE you present your offer.
Ask the question. Stop talking. Let THEM answer.
It doesn’t matter how much silence happens between you asking them the question and them speaking up.
And if you are nervous about your pricing (which is another topic entirely), think about the VALUE of what you are offering, and BELIEVE in your product/service as a SOLUTION to their challenges and goals.
If you don’t already practice this tip in your current meetings, try it in your next one, and let me know how it goes!
To your success & happiness!