On many, many, many of the threads and posts there's talk about getting appointments, followups, offering free reports, and just about every other aspect of how to get in front of a prospect. Theres tons of thoughts and suggestions about how to present our products and services. But for all of that, there's virtually nothing about asking for the order, when you are there!
To have this much discussion about selling, without talking about one call closing seems very strange to me. Selling is a process. The end of the process is called "sold" and you get there by asking for the order.
Most people that I've worked with over the years, who are professional sales people, are obsessed with keeping and evaluating numbers. One number that always stands out, is their closing ratio. Most sales people will tell you that the greatest majority of their sales are made on the first call. Typically, that number is over 70% and because of that, they feel follow up is a waste of valuable time.
This makes a lot of sense because there is no time when your prospect will know more about your offer than at the point when you are either in his office or on the phone. Let's face facts, once you're out of the office, you and your offer are out of their thoughts.
You spend a lot of time trying to make that appointment. You build a call list of potential prospects, you begin calling, you get rejected countless times, you overcome gatekeepers, you deal with some nice business owners, some nasty business owners, you grab that 9th cup of coffee and you continue until finally, someone on the phone says those great words, "you know, I was just talking to my staff about that....Tuesday at 1 would be great".....that's a LOT of work for a single appointment. But it's just the beginning. By the way, that's when a lot of us get off the phone when the truth is, that's the time to keep going!
Now you prepare for the meeting, prepare some report that perhaps you offered, drive to the meeting, go through all the mental exercise to get ready to deliver a great pitch......you make a presentation, answer all their questions,....overcome their objections......and now after ALL THAT WORK......do you....and let's be honest.....ask for the order?
The truth is that many (because I don't want to make enemies I won't say most) of us do not.
After the reqisite "I have to think it over" even less of us ask, and it's probably not statistically measurable as to how many of us ask beyond that.
After we have done ALL THAT WORK.....I cannot think of a SINGLE reason that we are not entitled to an answer.
Now I am not excluding myself from any of this. I am as guilty of these things as anyone and I need as much help and guidance as anyone. I am not holding myself up as an expert in any manner. It's my sincere hope that we are all here to offer each other help, support, and motivation to be successful in our endeavors.