In my newly released book, Cook Live Learn, I included an essay on the basics of sales .  You see, no matter what we do for a living, we need and want to sell something from time-to-time.  Perhaps you want to have your opinions appreciated, if not adopted.  Maybe you would like to receive the available promotion although others are being considered as well.

The best way to make a sale does not have much to do with a sales pitch or the power of persuasion.  No, the number one method toward closing a “sale” is helping the prospect “buy”.   You see, folks do not want to be “sold” anything, even something they are looking to purchase.  However, we all like to buy stuff!  There’s nothing like a new whizbang to have and to hold, right?

Therefore, figuring out if your prospect is interested in your “product” and, if so, how they want to acquire it, is the key to making the sale.  The best way to get this information is to ask for it!

However, none of us like rejection.  “No” or “Not now” are words we just do not want to hear.  So, it is hard to ask, as we might be shot down.

In spite of that, you must ask your “prospect” what he or she wants; what is the key to making the decision?  “Mr. Jones, what core skills you are looking for in your next Manager selection?”  “Mrs. Principal, I know the Gifted Math class is full, but what might be done to make a spot for my daughter?”  Ask to find out what you need to know to make the “sale”.  Be sure to use simple, straightforward questions in a non-threatening, polite way.  You know what?  Many times the decision-maker will tell you how to “sell” him or her.

Once you know what it takes to obtain your goal,  you can determine what is needed to make that happen.  Sometimes, once you figure all of this out, you will be unable to provide the requirement; sometimes you can.  In either case, there is a very simple closing question that may be used.  “Mrs. Principal, if I could show you that my child has already mastered the curriculum in the mainstream math class, would you find a spot in Gifted Math for  my darling daughter?”  “Mr. Jones, if I enroll in the Electrical Tech program at ABC College, would you give me a try in the new position?”

The prospect will find it easier to say “Yes” to a conditional question based on something that might happen in the future.  “If I could do _________, would you do _________________ ?” is a powerful closing tool.

What if you cannot do the required thing?  If the prospect answers “Yes”, simply say, “Well, I can’t do that, but I can do _______.”   Tell him or her what you can do that is as close to the agreed to requirement as possible.  Then ask, “That’s pretty close, it will satisfy your needs, right?”.

Years ago, I was called into a sales situation where the salesperson had reached an impasse with the prospect:  Cost.  I assessed the problem and said, “Budgets certainly are important, but I’ve heard you folks would really enjoy our product.  If I could figure a way to get it for you at half price, would you buy it?”  “Yes!”, came the enthusiastic response.  I next said, “Sorry, I cannot do that.  But, I can get you into the next model down that has all but a couple of the features you love.”  They purchased.

The next time you need to sell yourself or something else, remember “If I could, would you?”  It is a great technique.  You won’t make every “sale”, but you will improve the odds of doing so immensely.

Credits:  Thanks to HerWorldPlus for the wonderful picture.