Asking for the Order in Home Improvement Sales
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One of the most important things you need to learn in a one-call close or in most sales situations is how to ask for the order.
Different Ways to Ask for the Order
There are various methods to ask for the order: direct, assumptive, and indirect. The approach you choose depends on the customer's style and which method would work best with them. You can't be too aggressive with someone who is more passive or scared; they need to be guided more gently.
Direct Methods
The most common direct methods I have used are:
"So, can we earn your business?" – Direct and to the point.
"So, can we get started with everything now?"
"So why don’t you give us a try?" – This gentle approach sounds non-threatening. It’s almost like suggesting a taste; if they say yes, they have bought.
Assumptive Methods
Assumptive closes have been around for a long time. Some examples include:
"Who fills out the credit application?"
"Is it okay if I start taking some pictures now? These before-and-after photos will help you in resale value, as you can show what you did to upgrade the house."
"How do you spell your last name?" – Then start filling out the credit application.
Pro Tip: If they answer any of these questions, it means they are interested. Don’t ask, "Do you want to do this?" Just start the paperwork.
Indirect Methods
Sometimes, you’re dealing with a person who isn’t accustomed to making purchasing decisions. For example, an 80-year-old widow whose husband handled all the decisions might struggle with making choices or buying things independently. Additionally, customers might lack confidence in the buying process if they’ve never purchased a new window or HVAC system before; these are often once-in-a-lifetime purchases.
Here are some indirect methods I use:
"Do you mind if I make a suggestion? You need it, you want it, and you can afford it. Why not just do it?" – This approach helps someone who isn’t assertive in buying get what they want. It has been successful for me in many sales.
"Do you have any other questions before I start filling out the paperwork?" – This is another gentle, indirect way of asking for the order. It’s effective with people who are hesitant but want to proceed.
Timing Your Ask
It’s crucial to understand that closing won’t work unless the customer wants it and can afford it. This is established during the sales presentation, and asking for the order is the final step in a process that should culminate in helping them get what they want. If they don’t want it and can’t afford it, asking for the order would be unprofessional.
Ideal Times to Ask for the Order
After Delivering the Price: Commonly, after you present the price and payment options, have the customer choose one, and then say, “The next step is to get your credit card or fill out a credit application so we can get this started.” Unfortunately, not many will commit at this point, but this is where the closing begins.
When They Aren’t Saying Anything: If you’ve addressed a few objections or offered different pricing or payment options, and the customer is silent, it’s almost as if they are waiting for you to help them. That’s the right moment to ask for the order.
When They Give Buying Signs: These usually come in the form of questions. When a customer asks questions like, “Does this include tax?” “How soon would this actually be installed?” “What’s the interest rate again?” or “Is this your best price?” – answer the question and then ask for the order.
Conclusion
You can't expect the customer to simply say, “Okay, please sign me up.” It’s cliché, but true: People don’t buy; they are sold. As a great salesman once said, “Ask, and you shall receive.” It’s not about hoping or waiting; it’s about asking and receiving.
I'm sure you know other ways to ask for the order and can gather more techniques from your managers and co-workers. Collect them, adapt what fits your style and the customer's, practice them, and get to work. Are we good? That’s a great way to approach it! 😊
