Often toward the end of a presentation sales persons are in a panic. They dread asking “May I ship you “X” number of cartons of the Product?” Or “Would you like to place an order now?” They delay or talk around that dreaded question.
Although the question may cause a negative reaction from the prospect, it can bring a positive result since it may stimulate the buyer to reveal hidden feelings which enable the sales person to retool the presentation.
Under all circumstances the transaction must be tactful and not like the verbal exchange between the farmer and the salesman trying to sell him bicycle. The farmer said “I’d rather have a cow.” The salesman laughed derisively and replied “You would look silly riding around on a cow.” The farmer retorted “I’d look even sillier trying to milk a bicycle.”
In spite of terrors, real or imagined, ask the question and walk away with an order.
Tags: sales desire, sales motivation, sales techniques, sales tips, SALES: by People, selling
