If you haven't already asked for the business at this point, most likely you don't have the first
clue whether or not they're going to be buying from you. If you haven't already asked them for the business, you haven't been told no and there is no way for you to know why.
One of the reasons the steps have produced so much success is because they happen in sequence and they're designed to always let the salesperson know where he is with the client. If you don't ask them to buy, they usually won't.
Re-setting the tone, reminding them and reinforcing the reasons they told you they were going to buy. If you haven't already asked them how they want to pay (and you should have) do it now. If you did your job, there are no objections to overcome.
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