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