Stop guessing, start closing: Ask this simple question

Ever wonder why some of your "sure thing" deals suddenly go cold? 🤔

My coaching client asked me about this today.

My answer surprised him:

You're not asking for the business.

I've closed millions of dollars in my career, and I've learned one crucial lesson:

If you're not asking for the business, you're leaving money on the table.

Here's why it's so powerful:

1. It forces a decision

When you ask for the sale, you're creating a decision point. This moment of truth often reveals hidden objections they've been sitting on.

2. It surfaces real concerns

Those "I need to think about it" responses? They're usually masking deeper issues. Asking for the business brings these to light, giving you a chance to address them head-on.

3. It accelerates the sales cycle

By uncovering objections earlier, you can resolve them faster. This means shorter sales cycles and more closed deals. 

4. It invites commitment

Some prospects are ready to say yes but hesitate to initiate. Asking for the business gives them the opening they're waiting for.

Here's the thing... 

Asking for the business isn't pushy - it's professional. It's not just about closing the deal, it's about uncovering the truth of where you stand.

So, next time you're in a sales conversation, don't shy away from asking for the business. It might just be the key to unlocking those hidden objections and closing more deals.

CQ

Frequently Asked Questions

Why do "sure thing" deals sometimes go cold with no clear reason?

Because without actually asking for the business, hidden objections never get surfaced. The deal stalls quietly instead of revealing what's really holding the prospect back.

Why does asking for the sale force a useful decision point?

Because it creates a moment of truth. That moment often reveals objections the prospect has been sitting on quietly, ones that would have stayed hidden without a direct ask.

What's usually behind a response like "I need to think about it"?

Often a deeper concern that hasn't been named yet. Asking for the business tends to bring those real issues to the surface instead of letting them hide behind a vague delay.

How does asking for the business actually speed up the sales cycle?

By surfacing objections earlier, they can be addressed sooner instead of dragging out the process. Shorter sales cycles and more closed deals follow from resolving concerns faster.

Isn't asking directly for the business too pushy?

Not really, it's professional, not pushy. The goal isn't just closing the deal, it's uncovering the truth of where things actually stand instead of letting uncertainty linger.