I am stunned.
My wife and I bought a fixer upper a few years ago, and one of the fixers is our bathroom shower. We are at the place where we want to find out what it would cost to replace it. So, Saturday, I invited a company who replaces showers to come to my house because they have good reviews and offer a free quote.
I was prepared for a full on sales pitch and a hard close. I mean, he is coming to my house free of charge. I wasn’t concerned with it, and I was prepared to hear it and maybe even make up my mind.
Guess what? The salesman never tried to close. He never asked, “So, would you like us to install a new shower for you this week?” All he did was write the number down on a piece of paper and tell me that they offer financing or at least 1/3 down to get started.
Why didn’t he ask me if I wanted to buy a shower? Why did he go through all that effort of coming to my house, working a quote, explaining the process, and not even asking me if I wanted to buy a new shower?
This is the fault of so many salespeople. Ask yourself, “Is it the fault of your salespeople?”
Do they ask for the sale?
Do they ask for the close?
Assure your sales people that asking for the close is not pushy. If a customer/patient is in the sales area, they are looking to buy something. Even if they say they are “just looking”, then they are looking to buy. They aren’t looking for entertainment. They have phones for that.
What if each day, your sales people increased their sales by just one?
One pair of glasses.
Wouldn’t that make a tremendous difference in your company? So, much hinges are asking for the sale.
Encourage your staff today to ask for the sale. If they say they aren’t willing to do that, you might need a new salesperson. If they do ask, then you will see your sales and your profits grow.
Gordon Duncan is the CEO/Consultant of ProSight Success. He has trained employees for nearly 20 years in various industries. His expertise is the eye care field.
You can find a host of tips and strategies for increasing sales in the ProSight Success System. We now offer it in three formats.
Digital ProSight Success System
Paperback ProSight Success System
And our best value: the ProSight Success Workbook that includes a digital copy and a free hour of consulting.
Gordon Duncan is an award-winning educator, salesman, teacher, manager, and writer. He has taught in the public school system, lobbied for school's accreditation, managed eye clinics, led sales' teams, and also publishes books on theology, church, and culture.