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Ask, Ask, Ask
• We miss 100% of opportunities we don’t ask for
• Nothing to loose and everything to gain
• SWSWSWSW – some will, some wont, so what –
someone’s waiting
• People actually want to say YES
• Feed your family or feed your ego
Why Ask, Ask, Ask ?
Sales people quitting after 1st Call - 44%
Sales people quitting after 2nd Call - 24%
Sales people quitting after 3rd Call - 14%
Sales people quitting after 4th Call - 12%
Sales Closed after 4th Call – 60%
Sales Meetings ending with salesperson not asking for order – 63%
Research
94% of sales people do 40% of business,
6% sales people do balance 60% business
Why People are afraid to Ask?
• Looking Needy
• Looking Foolish
• Looking Stupid
• Hearing the word No
• Taking No as personal rejection
• Typical Excuses
– Timing Not right, Client was distracted, Too many people around,
Client needed more time to think etc
Rules of the Game
• Ask with Positive Expectation
• Just say ‘Next”
• Be clear and Specific
• Ask Repeatedly - You might get yes..
– On a different day
– When the person in a better mood
– When you have something new to present
– When circumstances have changed
– When you have established better rapport
– When the person trusts you more
– When the need is there
– When the priorities are different
– When the person is really tired of saying no
Thank You

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Ask, Ask, Ask

  • 2. • We miss 100% of opportunities we don’t ask for • Nothing to loose and everything to gain • SWSWSWSW – some will, some wont, so what – someone’s waiting • People actually want to say YES • Feed your family or feed your ego Why Ask, Ask, Ask ?
  • 3. Sales people quitting after 1st Call - 44% Sales people quitting after 2nd Call - 24% Sales people quitting after 3rd Call - 14% Sales people quitting after 4th Call - 12% Sales Closed after 4th Call – 60% Sales Meetings ending with salesperson not asking for order – 63% Research 94% of sales people do 40% of business, 6% sales people do balance 60% business
  • 4. Why People are afraid to Ask? • Looking Needy • Looking Foolish • Looking Stupid • Hearing the word No • Taking No as personal rejection • Typical Excuses – Timing Not right, Client was distracted, Too many people around, Client needed more time to think etc
  • 5. Rules of the Game • Ask with Positive Expectation • Just say ‘Next” • Be clear and Specific • Ask Repeatedly - You might get yes.. – On a different day – When the person in a better mood – When you have something new to present – When circumstances have changed – When you have established better rapport – When the person trusts you more – When the need is there – When the priorities are different – When the person is really tired of saying no