Ask for the Sale from the Customer -- Part 1

By Jim Cathcart

Prospects Want To Be Led, Want To Know When's the Appropriate Moment To Commit
Ask for the order. If you don't ask people to buy, chances are really, really, really good they're not going to buy. A lot of times if you watch a salesperson, you will find that they operate by a different assumption. They make their presentation. They present all the appeals that they can offer. They build value and then they keep watching the customer, hoping the customer is going to take it away from them. That the customer is going to say, "Yes, I want to buy it," "OK, I'll take it," "Let's get started" or something like that. But most customers want to be led. Customers want you to let them know when's the appropriate moment for them to commit to buying. If you don't ask for the sale, chances are good you won't get the sale.

From: Relationship Selling
© 2002 Cathcart Institute, Inc.
JSL-028-012246