One of the mistakes I often see with consultants is when they earn the right to ask for the order, they hesitate or don’t ask for the sale. So, how does a consultant earn the right to ask for the order?

  • Have you listened to your customers and determined their needs?
  • Can you fulfill their needs?
  • Can you solve their problem?
  • Have you educated your customers about what fits their needs best?
  • Did you focus on your customer’s best interests?
  • Are you building long-term relationships with your customer?

If you answer yes, you’ve earned the right to ask for the order.

Earn the Right to Ask for the Order

Are You a Salesperson or a Consultant? 

Furthermore, if you’ve been a good consultant, it’s only fair to your customer to ask for their business. If you don’t ask, could someone less qualified get their business? It happens every day. Have you ever had a customer you considered a friend place an order with someone else without consulting you?

So, why haven’t you asked for the order? Most decision-makers will say no several times before they say yes to somebody, yet most consultants only ask once or twice, and some never ask for the order. Here’s why:

  • You don’t want to be pushy, so you wait for them to contact you
  • The customer is a friend, and they’ll let you know what they need
  • You don’t like it when someone asks you to make a buying decision, and everyone must think like you
  • You are afraid of rejection. Guess what? Nearly everyone dislikes this, so get over it
  • You need to learn how to ask. Let’s talk about how to ask

How to Ask for the Order

You can only ask when you have earned the right to ask.

Here are a few simple ways to ask.

  • How does that sound?
  • If I could do _______may I earn your business?
  • I build relationships with customers; may we start our relationship with this order?
  • Let me prove to you who we are! Let’s start small with _______.

How to Look and Sound Confident (even if you are afraid!)

Posture

Sit or stand straight; don’t slouch. Face the customer, smile, and maintain eye contact. When the customer talks, clasp your hands, look them in the eye, and listen. Don’t interrupt.

Apparel

Present a neat, clean, professional appearance geared to the client.

Involve Multiple Senses 

Remember that more people retain what they see rather than hear. Set up a presentation on your laptop or mobile. Post a video on YouTube. Use brochures, company books, samples, testimonials, photos, etc.

Confidence Inspires Trust 

We’re all looking for people we can trust to solve our problems. So, be someone clients can trust. However, as confident as any salesperson may present themselves, without substance, the trust will soon fade.

What Makes a Business Trustworthy?

  • Time in business
  • Experienced tenured employees
  • Positive reviews and testimonials
  • Keeping promises, not over-promising, and then under-delivering
  • Timely and informative communication

When You’ve Earned the Right, Ask for The Order

I have always found that believing in my product and caring for my customers to be constant sources of confidence. Earn the right. Help your customer. Ask for the order.

Once you’ve asked for the order, sit back, relax, smile, and listen. Don’t speak. Pay attention and wait for your customer’s thoughts.

The bottom line is a great consultant helps people. They keep promises, solve problems, deliver the goods, and they ask for the order.

Twenty-first Century Sales Consulting

Modern Sales shouldn’t be called sales. The best modern salesperson is a consultant, advocate, planner, and adviser who shares their expertise and guidance.

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

Photo by Trent Erwin on Unsplash