“All you have to do is Ask and Follow Up”
Increasing sales by harnessing the compound effect of closing and following up – every time
Imagine this scene. Steve is at home on his 10-acre farm and decides he needs a riding mower. Not just any riding mower, but a riding mower that will accomplish several specific tasks. The kind of mower that you have in your store. Steve does his extensive research…he Googles it. He finds out your store carries mowers along with 7 others in the area.
Later that day, as Steve is racing down the highway at 65 mph on his way to your competitor’s store, he sees your store and whips into your parking lot. There, you encounter Steve near the mowers. Questions and tire-kicking ensue as Steve assures you, he is “just looking”. You spend the next 90 minutes telling Steve all about the different mowers. Since you attended my last webinar, you even had Steve do a demo drive on several mowers. You stand ready to answer questions as Steve sits on, picks at, pries and eyes several mowers up and down.
Steve thanks you for your time. You hand him a business card and tell him those famous last words, “Let me know if you are interested.” You quickly forget all about Steve as you head back to the office to check email and wait for another tire-kicker to come in. Never to see nor hear from Steve again.
Now, I know what you are saying, “I would never do that!” But you are wrong. You and countless others do it every day. I see it in the secret shops that are done. I see it in the sales calls I ride along on. I even see it in the sales workshops that I hold, as we are literally training on asking closing questions.
It is estimated that in 50% of B2B and 80% of retail sales transactions, the salesperson never asks a closing question. By putting this one skill to use, you will surpass at least 50% of your competitors. Don’t let another “Steve” walk into your store and leave without finding out how to ask closing style questions to move the sale forward.
Our salesperson’s last mistake with Steve was to not ask for contact info and follow up in a day or so to see if Steve made a decision. The percentage of salespeople that follow up on a prospective customer is even lower. In so many cases, we simply need to make one phone call within a reasonable time period to acquire more sales. By combining the power of asking for the sale and then following up, you set yourself apart from over 90% of all other salespeople.
We will cover:
- The need to Close on every customer experience and how
- How to create and use a CTA (Call to Action)
- The reasons salespeople don’t close and how to overcome them
- The compound effect of closing and following up within a reasonable time period
- The reasons salespeople don’t follow up and how to overcome them
For more information on Ag sales training, coaching or business development, contact Greg Martinelli at Ag Sales Professionals, LLC at (608) 751-6971. Email is Greg@GregMartinelli.net Web site is www.GregMartinelli.net