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5 Steps to Asking for the Order in Sales

Guest post by: John Cameron

Article Overview: Once the last objection has been answered and other objections prevented, we can just ask for the order, right? Of course we can. And, if we use the right bridge, one that makes the decision a painless one for our potential client, they will buy.

5 Steps to Asking for the Order in Sales

Now, once the last objection has been answered and other objections prevented, we can just ask for the order, right? Of course we can. And, if we use the right bridge, one that makes the decision a painless one for our potential client, they will buy.

Let's look at an example with a bridge between countering a price objection and asking for the order.

Objection: Price

... you are absolutely right Mrs. Customer. Our sales-simulation training program is too expensive. If we could have found a way to get the quality in the audio without using the same engineer and studio that produced Cake's first platinum album, we would have done so. If we could have found a way to have the many vignettes be as effective as they are without using professional actors, we would have done that too. And, I know, based on what Joe Jones, the number one producer of new small business accounts for xyz insurance told me, that the annual commission from one new account pays for this program five times over.

Now, the big barrier here is making sure that this is a good investment in time for your reps. What I would like to see you do is have one of your sales reps use the program on a trial basis. Pick someone who has some call reluctance and decent potential. The one copy price for the 3.5 hours of CD audio and the 357 page workbook is $449, plus digital copies of everything. Put this rep through the program and if you don't see payback within 60 days I'll give you your money back. And, I will make it an even better investment with a half hour coaching session by phone at no additional cost. Now, which one of your reps do you have in mind for the trial program?

Now, let's look at what went on.

1. First we dealt with the price objection in the right way. The right way is showing that there is no way to produce the product at less expense and have it provide the value stated.

2. Then, we showed the tremendous ROI.

3. Next, we brought up the real objection for most businesses and that is difficulty of implementation and risk. By bringing it up we clarify it for the customer so that it can be dealt with. If we don't clarify this objection then their answer will be no and even they won't know why.

4. After that, we then showed the customer exactly how to implement a painless test, gave them an additional reason to buy which was a half hour coaching session at no additional cost.

5. Finally, we used a wonderful bridge phrase that started with one of my favorite words. Now, which one of your reps do you have in mind for your trial program?

We led the customer to think about an individual rep and then said, "NOW"

Now is a wonderful word. Now brings the conversation to the present and a point of action. Now, what would you like for desert? Now, which movie do you want to watch? Now, how much is this new sales training tool going to help you?

Now is your new wonder word. It is a bridge and a call to action. Now, here are your action items.

Action Items:

1. Deal with the objection using a specific ROI story.

2. Deal with the hidden objection of risk and difficulty

3. Bridge to a painless trial using "Now"

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Article Tags: asking for the order, Asking for the order in sales, asking for the sale, bridge to asking for the order



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