Asking for the Order in Home Improvement Sales
Prefer To Watch: Here’s The Video
How to Confidently Ask for the Order in a One-Call Close
Why You Have to Ask for the Sale
One of the most important things you have to learn to do in a one-call close, or probably most sales in general, is to ask for the order. You can't expect the customer just to say OK, please sign me up. It’s clichéd but..People don’t buy, they are sold. I heard from a great salesman somewhere, “ ask and you shall receive”. It's not hope, and you should receive or wait and you'll shall receive it's ask and you will receive.
Why Closing Only Works If the Customer Is Ready
Now, it’s important to understand that closing in general won’t work unless they want it and can afford it. This is accomplished during the sales presentation, and when you ask for the order, it is the final step of the culmination of all the things you have done up to then. Really, what you are doing is just helping them get what they want. If they don’t want it and can’t afford it, then you don’t have the right and are being unprofessional in asking for the order.
The Best Times to Ask for the Order
After Presenting the Price
If you have done all of that, then there are a couple of places that are the best time to ask for the order. The first place that is common among all sales presentations is right after you deliver the price and assume the order. You give the price and payment options, have them pick one, and say the next step is that you would get your credit card or fill out a credit app, and we can get this started. It’s sad that, unfortunately, not a lot will pull the trigger right here, and that's actually where the closing starts. The other place, as you get further in the close conversation and have turned a couple of objections or offered different pricing or payments, the customer may be just sitting there, not saying anything. They are not saying yes or saying no. It’s almost like they are waiting for you to help them get what they want. That’s the time to ask for the order.
When the Customer Falls Silent
The other times that are good for asking for the order are when they start giving you buying signs. These are usually in the form of a question. When the customer starts asking questions, it means you are close. Does this include tax? How soon would this actually be installed? What’s the interest rate again? Or the most famous or infamous, depending on your point of view. Is this your best price? Answer the question, then ask for the order.
Three Ways to Ask for the Orders
There are different ways of asking for the order. Direct, assumptive, and indirect. Which one I use depends on the customer's style and which way would work best with them. You can’t be too aggressive with someone who is scared and more passive. They have to be led more.
Direct Closes
As far as direct, the most common and one that I have used forever is:
So can we earn your business? Direct and to the point.
Or so can we get started with everything now?
Another gentle way of asking for the order that I love because it sounds so non-threatening is “So why don’t you give us a try?” It’s almost like just give it a taste, but if they say yes, they have bought.
Assumptive Closes
The other common way of asking for the order that's been around forever is what I call an assumptive close.
Who fills out the credit app?
So, is it okay if I start taking some pictures now so we can have before and after pictures that I will leave you that will help you in resale value, so you can show them what you did to upgrade the house?
Or how do you spell your last name, and then just start to fill out the credit app. Pro tip: if they answer any of these questions, that means they wanna do it. So, don’t ask them, so do you want to do this then? Just start the paperwork.
When the Customer Doesn’t Know How to Buy
Sometimes you're dealing with a person where part of the issue is that they don’t know how to buy. You could have the stereotyped 80-year-old widow, where her husband made all the decisions for her, and she's not used to making decisions or buying things on her own. Plus, remember that with home improvements, another thing to keep in mind is that the customer may not know how to buy this because they have never bought a new window or HVAC system before. These tend to be once-in-a-lifetime purchases. Not buying it before may not make them as confident in the buying process or in making this type of decision.
Indirect Closes for Hesitant Buyers
I have ways that I use that ask for the order but almost indirectly.
Do you mind if I make a suggestion to you? Sure… you need it, you want it, you can afford it, why don't you just do it? It’s a good way to help someone get what they want when they usually aren’t assertive in buying things. This way has helped me make a lot of sales.
Or….Do you have any other questions before I start to fill out the paperwork? This is another gentle way of asking for the order indirectly. I have used this with great success on people who are scared of the close but want to do it. It’s one of my favorites.
Final Thoughts
I’m sure you know other ways and can get many other different ways of asking for the order from your managers and co-workers. Collect them, get what fits your style and the customers, practice them, and get to work. Happy Selling!
