Many new business owners are “doing sales” for the first time in their lives. They absolutely believe in what they’re offering. Otherwise, they would be doing something else. But why, when it comes time to “close” the sale, do they get cold feet? Surprisingly, there are a lot of people attempting to make a living as salespeople who also avoid the close. That has to be one of the silliest things in the world. You want to book some business. You need to book some business. But you can’t ask for a prospect’s business.
Let’s get by the idea the the close is scary. It should be a normal progression in a conversation you’re having with a prospective customer. You’ve explained what you offer. You’ve told them how it would work for them. You may even have asked what questions they have. It’s time to move forward and ask for their business. Lori Richardson, one of my fellow AllBusiness.com bloggers, illustrates how to move the sale forward.
I’ll never forget, in one of my first sales jobs, when I actually proceeded very much as Lori describes, how absolutely simple it was and how amazed I was when the customer said, “Yes!” Surprise yourself. You can do it, too!