10 Ways to Ask For The Order

Marketing studies have found that - except for customers calling specifically to place an order - only 3% of prospects/customers actually OFFER to buy, telling you: "That sounds good; I’ll take it" or: "Okay, you’ve got yourself a deal." The remaining 97% wait for you to ASK them to buy.

ASKING FOR THE ORDER
Different ways to ask for the order include: The "standard choice close," the "you’ll save" close, the "trial close," the "direct close" and the "act now" close.

STANDARD CHOICE CLOSE
Close #1. - "Do you want delivery to your warehouse or your office on Main Street?"

Close #2.- "Do you want the standard service contract or would you like more comprehensive coverage?"

"YOU’LL SAVE" CLOSE
Close # 3 - "You used 6 of these last month, you’ll save $10.00 by ordering a dozen. Shall I send 12 out to you today?"

DIRECT CLOSE
Close # 4 - "I can get it there tomorrow. How many would you like?"
Close # 5 - "Can I write up the order?"
Close # 6 - "How many do you need today?"
Close # 7 - "I know you’re going to be happy with this chair. Can I turn in your order today?"

Close #8 - "We have a truck going into your area on Friday and I would love to put your cartridges on it. Shall I write up the order?"

AVOID asking for the order in a negative way, such as: "Why don’t we write up an order?" That is an invitation to rejection and sounds wishy-washy.

TRIAL CLOSE
Close #9 - "How does that sound to you so far?" Read more about how to use the trial close in Issue 31: "BOOST YOUR SALES By Using Trial Closes."

TURN-OFF CLOSES
There are certain closes that can turn off prospects. One classic "turn-off" close is the one used by some automobile sales people: "What will it take to get you to buy today?"

Another turn-off close, which until a few years ago was taught in a popular selling skills seminar: "If I can show you a way to save money with my product, will you buy today?"

THE "ACT NOW" CLOSE
Professional salespeople don’t rush or pressure their prospects into making commitments. Nevertheless, there are times when a price or quantity will only be honored for a limited time. Telling your prospect about price increases or promotional specials can motivate an undecided buyer by creating a sense of urgency.

Close # 10 - "The manufacturer has announced the prices will go up by five percent next month. If I can write up your order now, you can stock up before the increase takes effect."

W A R N I N G Be careful how and with whom you use the "Act Now" close. Make sure the prospect/customer knows who you are. This is a favorite tactic used by fraudulent telemarketers.

The "Act Now" close can endear you to customers IF it is NOT used too often. You will be a hero any time you prevent a customer from running short of inventory or paying higher prices.

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