Here are bottom-line ideas for moving a sales opportunity forward or making an “ask” for whatever it is that you want:
Be clear on what it is that you want, in detail (example: close 5 new accounts in Q4)
Know the value that you bring, which differentiates you from your industry counterparts. Be able to tell people clearly what it is that you do. This is critical because you will get referrals from those who “get it” and you will get clients more easily when they “get it”.
Make it easy for people to buy from you – offer a guarantee, or a trial period if possible.
Build up trust and rapport with others. If you simply have a conversation and learn what your prospect needs, and you can fill that need well, then the “close” is to simply bring that conversation to “closure” – say something like:
“Does this make sense?”
When they say, “yes”, you can say a number of different things. If it was a potential new client for me who was looking for sales effectiveness help in their business – then once I explained what I do and they agreed it made sense, I might say:
“Because of recent national exposure, I have a more limited schedule – if we can get started sooner rather than later, I can definitely meet your goals of increased revenues by year’s end.” OR
“How do you best work – in person or by phone/email? (they say phone/email)
“Why don’t we get some dates on the calendar and get started?”
At this point, if there is an objection, it will surface – but most often it will just be a head nod and looking at the calendar.
Be enthusiastic and show some energy – people pick up on that. Watch your tone and help others envision the future using your product or service. Share stories of success that others have experienced.
Don’t make “closing” into a scary or stressful thing. You are simply bringing this sales opportunity to closure – and that closure might mean “not now” – and then if so, you can revisit at the next agreed-to time for follow up.