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Guest post by: Joe Ippolito Become an Author

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As a professional salesperson, haven't you been trained to ask for the order? Haven't you heard, "Always ask for the order?" or "Close early and close often?" These are the seemingly undisputed tenets of traditional sales. Ads in the Sunday paper are always looking for salespeople who are strong closers. Just keep asking for the order, right?

We believe that the strongest closers should NEVER have to ask for the order. If they are following the right system and using the right techniques, the client or prospect will give them the order and they will never have to ask for it again.

First, you must not look, act, walk or talk like a traditional sales person. If you do, the prospect is on to you. And when they are on to you, they'll want to get rid of you. They'll start by misleading you and not giving honest answers to your questions. Why are they doing this? To protect themselves from being pressured and manipulated. For every closing trick you have, they will have their own trick to get rid of you. I am sure you've heard them all: "I need to think it over," "I need to take it to committee," "Let me run this proposal up the flag pole," and so on.

You must get your prospect to be comfortable with you and to trust you. Then you can act as a true consultant and advisor, and find a compelling and emotional reason for them to want to do business with you. This is not a needs analysis, but an in-depth approach to uncovering their true motives and desires. Only then can you effectively provide your prospect with the solution they need with your products or services. If this step is done correctly, budget is in place, and you have the right decision makers, the prospect will give you the order. You will never have to ask for an order again.

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