If You Don’t Ask – You Won’t Get

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If You Don’t Ask – You Won’t Get

The holiday season brings an influx of customers who are in a hurry, under pressure, and often overwhelmed by choices. They’re trying to find the perfect jewelry piece for someone special, a new sectional before company arrives, or a great deal on unique items in a pawnshop. No matter what you sell, one truth applies across the board:

If you don’t ask for the sale… you won’t get the sale.

During the busiest shopping time of the year, customers come in with higher intent, stronger emotions, and a greater sense of urgency. They’re ready to buy—many of them want to buy—but they still need your help getting across the finish line. One of the biggest mistakes salespeople make is assuming the customer will initiate the close. They won’t. That’s your job.

Why the “Ask For It” Close Works

The “Ask For It” close works especially well during the holidays because:

• Customers are decision-fatigued. They’re juggling lists, budgets, work schedules, and family needs. A confident salesperson relieves stress.
• They’re short on time. They’re not casually browsing—they’re shopping with a purpose.
• They crave reassurance. Whether it’s buying a delicate diamond bracelet, a big furniture piece, or a pre-owned laptop, they want confirmation they’re making a smart choice.
• They’re emotionally invested. Gifts carry meaning, and big purchases involve pride, excitement, or necessity.
• They expect guidance. When you step up and lead the process, customers feel taken care of.

Asking directly and confidently increases conversions, creates trust, and shortens the sales cycle—all critical during peak season.

Make the Close a Natural Part of Your Presentation

Closing shouldn’t feel like a surprise to the customer. It should feel like the natural next step. When you’ve asked the right questions, demonstrated value, connected emotionally, and matched the product to the need, the customer is already mentally saying “yes.” You’re simply helping them verbalize it.

Here are refined “Ask For It” closes tailored to each environment:

Jewelry Store Examples

• “This is a beautiful choice—would you like to go ahead and make it yours today?”
• “Can I go ahead and box this up for you?”
• “Would you like to add complimentary gift wrapping?”
• “Let me write it up so you can take it home today.”

Furniture Store Examples

• “This will look fantastic in your home—can I schedule delivery for you?”
• “Are you ready for me to ring this up so we can get everything moving?”
• “Let’s secure this piece; inventory is tight this time of year.”
• “Do you want to take advantage of the holiday financing specials?”

Pawnshop Examples

• “That’s a great find—you want to grab it before someone else does?”
• “Can I bag it up for you?”
• “Would you like to add it to your ticket now?”
• “This is priced right and will go fast—want me to hold it at the counter while we finish up?”

Don’t Stop at the First Sale—Ask for More

Holiday shopping rarely ends with one purchase. Jewelry buyers often need stocking stuffers or additional accessories. Furniture customers may need lamps, tables, rugs, or protection plans. Pawnshop customers may be shopping for multiple people with different budgets.

A simple question opens the door to profitable add-on sales:

“Who else is on your Holiday Gift list that I can help you with today?”

Follow-up questions can uncover even more opportunities:

• “What earrings does she have to match the necklace?”
• “Would you like to look at accent pieces while we arrange delivery?”
• “Are there any tools, electronics, or smaller gifts you still need?”

People appreciate the help—especially when you save them another trip.

The Bottom Line

During the holidays, customers are ready to buy. They’re eager for guidance. They respond to confidence. And they appreciate a salesperson who keeps the process quick, simple, and stress-free.

Asking for the sale isn’t pushy—it’s professional. It’s helpful. It’s necessary.

And remember:

If you don’t ask… you won’t get.
If you do ask… you will get more than you expect.

Be sure to go to https://principlesforbusinessandlife.com/ – click on Our Viewpoint Newsletter and read a fabulous article titled:
Communication, Up Down And Sideways

By David Johns

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