I have always used the technique called, "Assume The Sale!"

You've....
1) Discovered the prospects PROBLEM (getting HIM to admit the problem in HIS own words helps to cement in HIS mind that he does, in fact, have a problem)
2) Offer YOUR solution. Give benefits and "Reasons WHY" your product or service is the best solution to his problem.
3) Ask if he has any questions. Answer them then,
4) ASSUME he has bought your program!
a) If on the phone...ask him which address he wants your product sent or WHEN would he like the service to begin, tomorrow or the next day (Always give a choice)
b) If in person...whip out your order pad and begin writing up the order. He has to stop you. If he doesn't...just hand the completed form over to him and ask for his "OK"! (Never ask anyone to "Sign" something!)
If he says, "Hey! Wait a minute! I never said I was going ahead with this!" To which you respond, "Oh! I thought you didn't have any more questions. What is your question? (Answer the question and continue writing)

After training MANY salespeople, I found that MOST do NOT know how to "ask for an order"...so, the easiest way I've found to get them thru this crucial step is for them to simply begin writing in the prospects name, adddress...etc, on your order form. ASSUME the sale has gotten me THOUSANDS of sales.

Don ALm

> Hello everyone,
> I've just joined the group. I'd like your
> opinions on this please.

> While I love working with clients, and I
> like dealing with prospects that approach me
> first and already know they want to have me
> handle their projects, I get nervous
> approaching and asking for the sale from
> those who don't know me well.

> Suppose I am talking on the phone with a new
> prospect and that they seem somewhat curious
> about my work. Many books say "make
> sure to ask for the sale!", how exactly
> is a person to word something like that with
> tact? I don't want to be a snake-oil
> salesman, I'm a very relaxed sort of softer
> sell.

> Suggestions? How do you handle this?
> Thanks,
> Lynn
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