You Have Earned The Right
You have done an excellent job prospecting. You have qualified the prospect. You have spent time sending news letters, making information gathering appointments, developing a first class financial plan that fits their needs perfectly. This is the time to present and close!
Then, just as you have finished presenting the plan, you realize that you are getting nervous, perspiring slightly and unsure. What if they say “NO.?”
Well, uh, I don’t want to seem pushy! I’m sure they would like to think it over, so I won’t ask for the business!!!
There isn’t a salesperson alive that has never felt jitters like this. It is perfectly natural.
If we focus on why we have done all this work and look at the Close as the natural completion of a process, we may find it easier to ask for the business. If you have done a thorough job and handled yourself as the professional you are, you have every right to assume the close.
Try to remember that your prospect is well aware of how you earn a living and is just as likely to be disappointed if you don’t ask them to become clients. How would you feel if, after you left, the client remarks to his or her partner, “Gee, that was a great presentation and plan, I would have gone for it tonight, but he didn’t ask!!!
Believe it or not this happens all the time.
YOU HAVE EARNED THE RIGHT!