The photo above is a still from a video my colleague Rich found online and recently wrote about.
The young man says to the crowd, “Hi guys! She’s gonna be here any minute now. I’m gonna propose to my girlfriend!”
She arrives, and he launches into an emotional speech dedicated to his girlfriend of four years. Then, he gets down on one knee, and says, “Will you marry me?”
He waits…and waits…and waits. An agonizing 15 seconds go by. The crowd, restless, starts to chant, “Come on now!” But she can’t do it. She finally says, “I’m sorry, I can’t.” And she walks away, leaving him distraught.
ASK…But Know Before you ask.
When you make a proposal to prospects and ask for the sale, there is never a guarantee that they will say yes. But if you don’t ask, they have nothing to say yes to.
However, just as in the case of this marriage proposal, you should not ask for the sale unless you’re pretty sure your prospects are on board.
Back in my lawyer days we learned the rule “Never ask a question that you don’t already know the answer to.”
That rule applies to both marriage proposals and proposals to financial services clients. You should already know whether your prospects have agreed upon the goals and objectives you’ve been talking about and are on board with your approach. That necessitates asking lots of questions—both before and after you make your presentation, so you can be reasonably certain they will say yes.
When you are, ask for the sale…and you’re not likely to be embarrassed or heartbroken.
Ask for the sale when you already know the answer is likely to be yes and you’ll see your closing ratio improve dramatically
And keep REACHING…
If you want to close more sales, schedule a no-fee consultation with Sandy!