The easiest way to get a sale is by making the sale easier. One of our main priorities as sales professionals is to guide our prospect through a low friction sales process. Make it easy for them to buy from you!
The easiest way to make the process easier is by making sure your prospect knows what the process even is. It’s not the prospects job to know the next step would be to discuss implementation details with a customer success manager, it’s your job to guide them through that process.
This means always making sure to clearly define the next step in the sales process. That’s why it’s important to ALWAYS have an ask.Never leave a prospect wondering where to go next after they pass through a step in the sales process. It should be clearly defined and known to them.
The best part is that it doesn’t matter if the answer to your ask is a yes or no. Obviously it’s great when a prospect says “yes” to moving forward in the sales process. But, a “no” can be just as valuable. It provides you with great insight into why they aren’t ready to buy. What are their hesitations? What can you do to build more trust?
This is especially true, and increasingly difficult, for SDRs and BDRs. At the beginning of the sales process it’s difficult to define what the entire process would look like.
“What do you need from me?”
“What do you need from me?” is literally the first question at the top of every prospects mind when they pick up the phone or read your email.
That’s why it’s important to define the “ask” upfront.
Every touch point should begin or end with asking them to take the first step in the sales process.
The beautiful part is that first step in the process can be whatever you want it to be. Sure, most companies use a 30 minute demo as their first step, but it doesn’t have to.
For example, you can ask for a 10 minute discovery call, a referral to the right person, or even a qualifying question to see if the company is even a good fit.
At the end of the day, it doesn’t matter what you ask for – as long as it brings the prospect one step further in the sales process.
What’s your ask? What ask has worked the best for you?