12 reasons why you should always ask the prospect to buy

We can’t stress enough how important it is to always ask for the business.  “Closing the sale” is the #1 theme of old-school sales methodology, it returns 417 MILLION results in Google Search, and you can find books and videos everywhere you look on the web. It may appear obvious, but whatever you sell, wherever you sell, and however you sell, if you want to sell something, you are going to have to ask the Prospect to buy.

This particular post doesn’t address HOW to close (although some of the more sophisticated closing techniques do form part of The Sales Manual methodology and will be published in the future) but we will give you 12 good reasons WHY you should do it. Successful Salespeople ask the Prospect to buy, they ask them often, and they know how and when to ask without getting a door slammed in their face. 

You need to ask the Prospect to buy because:

1. Each opportunity exists because of a particular set of circumstances.   The stars may not be aligned forever, so move fast and ask for the business.
2. Asking for the business is a good habit. Most of the time you won’t get the PO if you don’t ask for it.  Any delay will result in a delay to your commission cheque and will mean less cash flow for your company.  But if that “delay” becomes a habit you could start to lose deals regularly, just for not asking.
3. The Prospect won’t ask you if they can sign the PO voluntarily – we should be so lucky!
4. The Prospect is expecting you to do it, so don’t be afraid.
5. If you don’t ask the competition will and…… game over!
6. If you don’t ask for the business, how can you uncover the Prospect’s objections? Sometimes this is the only way to make them open up. 
7. You make the sales process shorter by closing sooner, and that gives you more time to spend on the next deal
8. Some people really are indecisive, the first Salesperson to ask will get the business.
9. If what you do is in any way related to getting business for the company, even if your job title is not Salesperson, it’s your job to ask for the business, nobody else’s.
10. How else do you expect to get the deal?
11. The Sales Manual says you should
12. The Sales Manual says you should, again (you will often have to ask for the business more than once).

What’s your biggest problem with asking the Prospect to buy? 

Are you afraid of “NO”?

Do you feel embarrassed to ask for money?

Neither of these?

Let me know (privately) what your reason is.

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