A lot of salespeople do a great job fact-finding, building rapport, presenting a solution that truly does solve a problem for their client, and then come to the end of a presentation and just melt down and act really weird and creep people out when it comes time to ask for the money.
The reason for that I think is because lot of people have a lot of hang-ups about money and there’s no reason to.
It’s just paper.
What is Money?
Money is really nothing more than a unit of energy.
It’s a unit of physical energy in terms of manual labor when we trade our physical energy for money and it’s a unit of mental energy when we use our intellect to create a product or service or provide a solution to a problem people have.
When we’re asking for the sale or asking for money what we’re really asking for is people to trade their units of energy – or money – they’ve acquired or have access to in the form of a loan in exchange for a solution to a problem or a potential problem they could be facing.
When we can get our clients to see the problem is greater than the price they will buy…
Everybody Buys to Solve a Problem
For example, nobody buys a lawnmower because they want to have a big piece of machinery sitting in their garage. They buy a lawnmower because they want to mow their lawn. In fact, nobody wants to mow their lawn. They want to mow their lawn because they want to have a well kept lawn. But they really don’t want that. They want to have a well kept lawn because they want to feel good about themselves, have the recognition of having a beautiful home, and/or maybe want to avoid the embarrassment of having the ugliest lawn in the neighborhood.
My point is this, when we can show this person that the problem or the consequences of not having the lawnmower outweigh the price they will buy the lawnmower.
When we can wrap our heads around this concept we’ll never have any issues asking for the money because we’ll have 100% confidence that what we’re offering is worth every penny, if not more.
That’s why it’s so important to have the confidence and certainty in ourselves, our product, our service, and the opportunity we provide. That’s why people do business with us. We need to have it first because we can’t give something we don’t already have.
To Overcome Fear of Closing or Asking for Money…
1. Be sure you’re sold on what you’re selling.
2. Have the confidence in knowing the problem you’re helping people solve is way more expensive than the money you’re asking for.
If you don’t do this you are going to feel weird about asking for money because you won’t feel you’re truly helping people and ultimately your clients will feel it too.
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About the Author: Mark Antonio is an international sales and social media marketing strategist with Boss Marketer. Mark is versed in many different industries and has worked as one of the top speaker, trainer, coaches with the Anthony Robbins Companies. In total, he is fluent in 3 languages and has traveled to over 35 different countries and spoken to over 300 companies and distinguished audiences including Mercedes-Benz, American Express Financial, Santander, Arcellor Mittal, Citibank, and Berkshire Hathaway to name a few.
