Many nurses are uncomfortable with the idea of asking for the business. While they have great technical skills they may not have sales and marketing skills. One of the most important sales skills is to be able to ask for the order.

After doing a great job of building rapport and explaining what they can do to benefit the customer, many nurses fumble around asking for the order. Does this sound like you? If you follow these simple steps, you will find you are able to ask for the order more easily and with less stress.

Having a proven process to follow will help you feel more relaxed when it is time to ask for the order. At the end of your next sales presentation follow these steps:

1. Key points - Review the key points of your presentation.
2. Benefits - Again, stress the benefits that your customer will receive from using your product of service.
3. USP - State your unique selling proposition (USP) once more so your customer fully understands what makes you different from your competition.
4. Urgency - If you can, create urgency such as by offering a discount for buying today or this week.
5. Price - Confidently state the price of your product or service.
6. Ask - "Is there anything else you need to know before giving me your business?"

Then wait for the answer. If there is a silent pause, don't fill it by speaking first. Wait to see if your customer is ready to make the buying decision.