Salespeople 'must ask for the sale'

Executives may wish to bring in the expertise of a sales consultancy to help staff realise that they must ask for the sale, as this demonstrates to the customer that they are competent and believe in the product they are selling.

Peggy Carlaw, founder of Impact Learning Systems, wrote on the Eyes on Sales blog that a former mentor of hers pointed this out to her and added that she would not buy from a salesperson who did not ask for the sale.

Bringing in the knowledge of a sales consultancy to help sales staff understand this could be crucial, as Ms Carlaw stated that asking for the sale represents a "pivotal moment in the relationship between buyer and seller" and must be done correctly.

"To me, asking for the sale is a hallmark of a confident, proactive and professional salesperson. This direct approach is so much more effective than the hemming and hawing I've so often encountered among the salespeople with whom I've worked," she added.

Ms Cardew went on to say that asking for the sale puts the ball in the customer's court and this is something which Clayton Shold, writing on salesopedia recently, agreed is the key to a successful sale.

He stated that mastering the "hot potato interview" is vital, as it puts the onus on the customer to reveal his or her feelings towards a product and gives the sales representative more to work with.