One Question Generated a New Sale

Posted by Ann Barr in Closing the Sale | no responses

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Here is a surprising fact for you: Results from a recent 15-year study found that 80% of salespeople failed to close the sale when the buyer was ready!

So. . . it is interesting that this buyer (me) was not ready to buy, but ended up ordering a new service I did not intend to purchase because of the attitude and the words of a good sales representative. Okay, I’ll admit, it was not that much money – but it means an increase every month in my telephone bill.

This is what happened: Three years ago I called the local cable company to find out if unlimited calls to Canada would be covered under my new digital land line telephone service.

The cable representative was very positive, cheerful and helpful. She answered: “Can you hold a few seconds while I check to find out?” I answered “yes.”

After a few seconds, she said: “Good news: Yes – all of your calls to Canada – unlimited – are covered with your digital telephone package. Plus all calls within the U.S.”

Making the New Sale

After I thanked her, she said: “While we’re on the phone, I wanted to let you know that for just $2.99 a month, all of your wiring will be covered – both inside and outside wiring.

“Can we sign you up for that today?”

Since I had not been thinking about buying a new product or service during the call, this took me by surprise. I had to think about it. Not a lot of money, but I still had to think about it.

The representative then went on to explain further how all wiring would be covered, so if I ever had a problem, all I needed to do was call the cable company and a technician would immediately be dispatched – and the cost of the service call, time plus parts and labor would be covered.

Then she asked – again: “Can we sign you up for that today?”

Still, I hesitated. I said: “I need to think about this.”

Again: She repeated the benefits of the new service and said for the third time (in a cheerful voice):

“It’s only $2.99 a month. Can we sign you up for that today?”

I could not think of a reason not to add this service. So I did.

She asked for the order three times!

Another Interesting Statistic

Marketing studies have found that – except for customers calling specifically to place an order – only 3% of prospects/customers actually offer to buy, telling you: “That sounds good; I’ll take it” or: “Okay, you’ve got yourself a deal.” The remaining 97% wait for you to ASK them to buy.

So, this one question generated a new sale – but the question was asked three times!

See 10 different ways to ask for the order – and 29 different answers to objections in the e-book How to Win the Sale and Keep The Customer.

About The Author

Ann Barr is a telesales marketing success coach with a passion for teaching. She loves helping people who are starting out in new telesales careers and working with experienced sales reps who are looking for new ideas and tips. In addition to presenting monthly e-classes, she writes and edits direct-mail marketing letters and emails for clients. Sign up today for Ann’s free Weekly Sales Tips and get marketing tips and ideas to increase your sales!