DECISIVE ACTION IN SALES: MAKE THAT KICK!
In the realm of sales, there comes a critical moment, an opportunity that can make or break the success of your pitch. This is the decisive moment when you get the chance to seal the deal, where all your hard work, all the time and effort you've spent to converse, convince, and connect with the client, will culminate.
This is when you need to make that 'kick', a decisive action to conclude your presentation and secure the deal. Failure to do this, to ask for the order, is akin to not making that final kick in a football game when you're on the 25-yard line, set to make the game winning field goal.
It’s a moment most salespeople dread, where fear and uncertainty can creep in, but it's also a moment you've been preparing for. The key to making that kick is to ask. It seems so simple, but the power of asking cannot be overstated. A fundamental principle in sales is that you must ask for what you want. Yet, surprising numbers of sales professionals forget this basic concept and fail to take decisive action in sales.
Research indicates that we live in a time where it takes an average of 7 to 12 touches for people to commit to a sale. This might be due to the overwhelming number of options available, or perhaps a certain hesitance to part with their hard-earned money. Regardless, these figures underscore the importance of asking for the order repeatedly throughout your presentation.
The art of closing is not about pressuring someone into a purchase they're not ready for. It's about helping your client visualize the benefits they'll receive from your product or service. How will they feel? How will this decision improve their lives? What specific problems will your offering solve for them? This is why word choice is crucial in the closing stages.
You must paint a vivid picture of the 'after state', the condition your client will find themselves in once they've obtained your product or service. This helps the client to not just understand the benefits intellectually but to actually visualize and almost feel the positive impact your offering will bring to their life. As you approach the moment to make that kick, it's essential to maintain control of the sales presentation.
A startling 96% of respondents in a recent survey revealed that the presenter lost control of the sales presentation. This usually translates to the presenter not asking the prospect to make a purchase. So, seize the opportunity. When it’s time to close, when it's time to make that kick, don’t hesitate. Be confident, ask for the order, and help your client visualize the positive changes your product or service will bring to their life.
It might take a little time, it might require a little energy, but the satisfaction of sealing the deal, of scoring that goal, is well worth it. Remember, the only way to score is to make the kick. The same applies to sales: to close, you must ask. Don’t be the one who gets all the way to the goal and then forgets to make the kick. Seize the moment, ask for the order, and seal the deal. Because in sales, as in football, it's the field goals and touchdowns that count.
By: Author Scott Schilling - Executive Coach, Trainer, International Speaker & Communications Expert Owner- Scott has presented at over 3,000 live events, written numerous books, and personally sold millions of dollars in products, goods, and services. To learn more, reach out to Scott at TheSalesAndMarketingDepartment.com.
Connect with Scott on LinkedIn: https://www.linkedin.com/in/scottschilling8/
