You can be great at presenting information to a prospect, and building a relationship, however, if you cannot effectively ask for the business, you will never win.
John Carlson – Manager of Business Development
As a sales person, you must always be ready to ask for the close. This starts even as you are interviewing for a new sales job. I have done a lot of interviewing in my career, and the best sales people ask for the close during the interview process.
There is never a wrong or right time to ask for the close, but it is uncovering the correct way to go about it. I love when I conclude an interview, and the candidate closes me on why I should hire them for the position. This to me, shows that they truly want the position and to join our team. The best way I have seen this done is when a candidate asks, “Are there any reasons you would not hire me for this position”. Then, they go on to sell me as to what the resolution would be to my concerns = true selling.
Everything we do in life is sales, and you have to be ready to ask for the business, to get it. I do not care what you are selling, the sales cycle is the same. Opening, Needs assessment, solution development, then asking for the close once you have presented the solution. It is hard for someone to say no, when you have already delivered all the answers to their questions and problems.
In logistics you have to ask for the close in many ways. You have to ask for a chance to speak to the decision maker. You have to ask for the chance to quote shipments. You have to ask for the chance to do your first load together. You have to ask to get the credit application back. If you are uncomfortable with having these types of discussions, sales is probably not for you.
You can be great at presenting information to a prospect, and building a relationship, however, if you cannot effectively ask for the business, you will never win. Your opportunity may present itself early in the sell, or it may not happen until the very end. Always be on the lookout for the chance to ask for the business.
When do you find it most effective to ask for the close?