A FINAL WORD ABOUT FEAR
The moment of truth in a sales conversation is when you ask for the business. As soon as you ask the question, you run the risk of being turned down. The thought of that can be so scary that you stop yourself from asking, maybe not even consciously. You walk out of the meeting or hang up the phone, and realize that you still don’t know whether the prospect will buy.
To become successful at selling, you must overcome this last self-imposed obstacle. Try a memory jogger first. When having sales conversations by phone, post a sign bearing your favorite closing question where you can’t avoid seeing it. For in-person conversations, you may need to be more subtle. Stick a reminder wherever you will be taking notes—on your laptop ...
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