Have you ever considered the reason you haven’t gotten a “yes“? Maybe it’s that you haven’t asked.
Let me explain. Have you shown your product or service to a potential client and they smiled and said, “that’s nice”? However, no orders followed.
Have you delivered a quote and they replied, “Let me think about it.” Did you ask, “ What is there to think about?” 😁 Or did you instead say, “Ok, let me know.” Now you are waiting for them to let you know.
You don’t have to be blunt, but you can ask questions. There is power in the ask.
For example:
If they say, “That’s nice.” You could follow with the question, “Can you see how you might be able to use this?” or “What do you like best?”
If they say, “Let me think about it.” You can follow up with, “Sure, what are some of the things you will be considering?”
If you listen closely to the reply, you will have more information on how to serve them.
When you ask specific questions, you will get specific answers. Those answers will tell you your next step.
You will begin to understand what they want and why. Just from the questions you ask. Eventually, the next question to ask is simply, “May we go ahead and get your approval on this order?”
The result is a happy customer in which you have led through a process to get what they wanted. Plus, because you asked in one of a million different ways, “Can we close this deal?” they have a perfect opportunity to say “Yes!”
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