So how do you ask people to buy?

• #1 Ask them to buy! So how do you ask people to buy? Most sales trainers will tell you to wait until the close. But I believe you can begin to ask them to buy right from the top. I actually had a sale from one couple the moment I walked in the door, just from my saying "Hello!" (remember the movie "Jerry McGuire"? "Shut up! You had me from "Hello") If I had shut up earlier, I would have signed them earlier. I still signed them, but after I did my sales thing. They already had their research in hand, which told them our product was the best, and were ready to buy! All I needed to do was get out of their way.
• You can begin to allow them to buy from the beginning, only if your goal is to help them. Most sales people listen to clients just to find that one trigger point/tipping point that will make those people buy. They plan on seizing that opportunity and driving home with the sale. But that doesn't often/if ever happen does it? You can help them to begin to see their own goals as your goals. You can begin to help them trust a trustworthy salesperson, if you will become one.
• The key issue is to ask them questions. And continue to ask them questions until you understand their needs, pains, problems and desires. All of them? No, but don't just limit your questions to your product's environment. That may not be the place to find why they want to buy. I had a client who was willing to buy my most expensive sunroom product. He understood the product and the cost. He did not understand his need for it, until we began to talk about his recently deceased wife. Turned out he needed to buy that sunroom because he'd always promised her he would, but he hadn't been able before she died. Now he wanted to honor her and keep his promise. And he did. Sales is finding the need and filling it. Sales is finding the hurt and healing it. Finding the problems and solving them. You can't find the problems until you ask the questions. Ask the questions.