Talking about products and taking an order are two distinct different functions. Most sales people give professional presentations, but forget ask for the order! If you don’t ask the buyer if they would like to order product X today, most likely, they will not call you to place it later. Gift sales are often emotional and impulsive. Frequently, a response like “I’ll think about it and get back to you” is just a lost sale if you don’t ask the buyer about the issues or questions they have concerning the product. Believe it or not, buyers WANT to be sold. If you wait to follow up for the order at a later time, the buyer may not remember you or your products.
When your buyers are showing interest in a certain product, it is appropriate to ask them if they would like to place an order today. If they are truly interested in X products, don’t let them put off ordering. Buyers, sometimes, have trouble making a decision! Often suggesting a choice is an effective way to make the sale than asking them which one they wish to buy. For example, the jam they are interested in comes in two flavors. “Would you like to order a case of X flavor or Y flavor or a mixed case of both?” Giving the buyer a choice often makes the decision easier.
Address any objections a buyer has to placing an order today. You can remove obstacles one by one by offering some of the following suggestions (where they apply):
- Order today and we can delay shipment until next month
- This item is on special until next month
- If you need to check with the manager (the owner, etc.), let me know and I will speak to him today
- Fill out this credit application and we can extend terms for you
- This product can be purchased by credit card
- We can personalize this item with your state or city name
- If you are not interested in the red one, it is available in blue and green
Once again, your purpose is to make it EASY for the buyer to place the order TODAY while you are in their presence rather than waiting until a later time.
One of the best approaches to writing an order immediately is to offer delayed shipping dates. Buyers often put off buying while you are in there store, because they do not want product to arrive before a certain season or before a specific event. Since you cannot be in their store at the exact time that they wish to order items, offer to process the order with delayed ship dates. Lots of orders can be savaged this way where they would have been lost if I had not offered this option.
Another good approach to closing a sale is to assume the buyer has decided to purchase the product or service, and to ask for the details of their purchase. The details include what color, flavor or scent they want; what quantity they desire, and how soon they would like it to be shipped. When reaching this point in the sale, ask WHAT products they want to buy not IF they want to buy a specific product.