Dr. Kevin Nunley's Biz Tip:
Ya Gotta Ask!
You can't get the sale if you don't ask. It's an old rule of selling that seems to get truer as the world gets faster and people are busier.
You would think interested customers would say, "I want to buy this, here's my money." It rarely works that way.
When companies do follow-up asking people why they didn't buy, the most frequent reply is "they never asked."
I've never been good at knowing the "right" time to ask for the sale. Some customers have gotten down right frustrated with me because I didn't ask them to buy, creating an awkward situation for them.
I find it's best to ask for the sale quickly for inexpensive items. Expect to wait longer for your customer to be ready to buy expensive items.
You can soften the blow of going for the sale by saying, "I don't want to presume too much, but how soon would you like to have this item?"
"Not to be" works well, too. "Not to be presumptive," "Not to be pushy," "Not to expect too much," "Not to hurry you." Then go head with your question.
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About the Author: Dr. Kevin Nunley is one of the Net's leading authorities on business promotion. He provides short articles on a wide variety of marketing and sales subjects. See his 10,000 marketing ideas and popular promotion packages at http://DrNunley.com. Reach Kevin at kn@drnunley.com, Kevin Nunley, 54 Ponemah Road, Amherst NH 03031, or 603-249-9519.
Copyright © Kevin Nunley. All rights reserved.
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