How To Build Confidence With Your Customer Before Asking For The Sale

I proposed almost five years ago to my wife. It was on a beach in Hawaii. (Pretty darn smooth if you ask me.)

Can you imagine how I felt just before I asked her to marry  me?

You might think that I was nervous. After all, a proposal is a huge question, right?

But, I wasn’t nervous at all.

In fact, I felt the exact opposite of nervous. I was 100 percent confident.

And I felt absolutely confident because I already knew the answer.

The Confidence Problem 

In the sales world, too many sales people get to that magic moment when it is time to ask for the sale and they have no confidence in what their customer’s answer will be.

If you are unsure of the answer to your closing question, it is likely that one of the following scenarios will take place: 

• You will chicken out and not even ask. 

• You will ask a question that feels like you are closing, but you really aren’t (Ex: “Do you have any questions?” or “So… what do you think?”)

• You will ask the right question but your body language and tone will show discomfort and fear, which is contagious to your customer.

The Confidence Cure

Typically, sales presentations consist of sales people dumping a boatload of features and perceived benefits of a product or service and then asking one giant, all-encompassing, intimidating (for both sales person and customer) closing question. 

Selling is not about getting a big “yes” or “no” at the end of a presentation.

If you want your confidence to skyrocket during your sales presentation, and you want to make buying easier for your customers, ask “check-in” questions throughout your presentation.

Doing this makes it easier for customers to say yes to your final closing question.

In other words, gain small agreements along the way. Each small agreement will boost your confidence as well as your customer’s.

Your Big Moment

Imagine you are at that magic moment when you are asking for the final close, but this time you have asked your customer 15 “check-in” questions all along the way.

With each question, you gained an agreement. Imagine where your confidence level is as you prepare to ask The Question, armed with your knowledge of all they have already agreed to!

Imagine how much easier it will be for you to ask for the final close.

Imagine how much easier it will be for the customer to say “yes.”

Imagine changing their world.