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About this lesson
In this video we look at how important it is to assume the sale and keep moving forward towards your goal of securing the new client. This video details exactly how to do it.
To help make the sale, you need to solidify the relationship. You have done a lot of work up until now. You have done the research in your industry and your product. You have completed your presentation. You have built the trust and rapport with the client. You know the client’s challenges and what solution you can provide. Now it is just a matter of moving to the next step. You are taking the next step in helping your client get their desired outcome.
When to use
After you provide a recap, you need to assume that the sale is happening and move things forward.
To move forward do the following things:
- Confirm emotional and logical desire for your product/ service. Ask the client things like, “Does everything look good? or “Do you have any additional questions?” or “ Is there anything I haven’t covered?”
- Begin processing the sale by asking things like “Is that going to be mastercard or visa?” or “Are you paying check or cash?” You are not asking them if they are purchasing, you are just assuming you have provided everything they need and you are moving to the next step of buying.
- If you get resistance from buyer, simply ask them, “What is preventing the sale?”
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