Few things cause more inward groaning among sales reps than being implored to “just ask for the sale.” It’s imperative, and yet reps still find ways to avoid it because it can be awkward and uncomfortable.

According to field sales management platform SPOTIO, nearly half of all calls end without the sales rep asking for the sale.

With these tips, reps can move to the close more quickly and make the ask feel more natural – for themselves and the buyer.

1. Identify the decision-maker.

Do research before reaching out to a prospect so you know the best person to speak with first. Use a tool like LinkedIn to look up titles at the company to see who might be able to help you – either they’re the decision-maker or can refer you to him or her. Try cold calling or emailing with the reason why you’re calling, or try a direct message on LinkedIn asking for a discovery call.

2. Try different close methods.

There are a variety of techniques to get your prospect to the close. One is the Assumptive Close, where you use verbiage that assumes the deal is sealed. Instead of asking if they’re ready to buy, for example, ask them about their ideal product quantity. It’s assertive, though not aggressive. Another is the Puppy Dog Close: Let them take a sample home to try it and see if that convinces them to purchase.

3. Be ready for objections.

Don’t plan to just address them on the fly. Make yourself a list of common objections, like price, current need and timing, and write out responses. Then practice the responses so you’ll be ready. If this prospect previously went cold, review the CRM notes for the objections they posited before and be prepared to answer those specific ones.

48%
the percentage of sales calls that end without an attempt to close.

(SPOTIO)

4. Pose questions.

If the prospect still doesn’t seem sure, ask them questions. Consider open-ended ones like, “What are all the steps we have to take to help make this deal happen?” or, “Based on what we’ve discussed, do you think our solution is a good fit for your needs? Why?” This will tell you if your technique has been effective and give you insight into their thinking at the moment.

5. Ask for the sale.

Sometimes, it’s as simple as asking if they’re ready to close. If you’ve qualified them, answered their objections and fielded their questions adequately, you can feel comfortable asking (as long as it’s not too early in the process). It can feel awkward, which is why reps ultimately miss out on sales. If the prospect says no, don’t give up. Instead, ask them what needs to happen for them to be ready. This can also uncover objections they’re still harboring and give you a chance to address them.