The other day, I happened to see a sales presenter in action.
He made a 42 slides presentation, and after every few slides he kept asking if the audience would be interested in placing an order right away to avail of a ‘once in a lifetime discount’.
Interestingly, people kept leaving each time he asked the question – and that seemed to have no effect on the presenter.
When the presentation got over (prematurely of course), I asked him the reason for his action. He said, “Ram! I am not here to educate them or entertain them. I am here to get their business. So, every time I see people getting interested in what I have to say, I ask for their business. Isn’t that what sales gurus always advocate?”
His method of selling is like pulling up the plant from the ground every day, to check if it has taken roots. This method of putting pressure on the customers all the time yields no results.
What is the right time to ask for business?
I think the best way to answer this, is by giving you an analogy.
Imagine that you are washed ashore in a lonely island – like it happens in the movie ‘Cast away’. You want to cook a juicy crab you caught in the beach. You start a fire by rubbing sticks together. As soon as you see some sparks generated will you throw the crab on it to cook?
Of course, not. It will kill the fire.
You will feed the fire and let it grow, till it is big enough to cook your crab.
The same way, when you see the interest in your customer’s eyes – don’t ask for the business and kill your chances. Feed the fire by showcasing proof, warranties etc. till they are informed enough to make a decision. Remove all their fear, by assuring them of your continued support.
Remember, your purpose is not to close a sale, but to start a relationship.
Happy selling!
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