Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

It’s OK to ask for the sale. Really it’s OK

It’s OK to ask for the sale. Really it’s OK

I asked a number of unsuccessful and marginally successful sales people, “Why don’t you aggressively ask for the sale?” I received these top 3 replies:
• “ I don’t sell by pushing the customer.”
• “ In this market you cannot be over aggressive.”
• “ The people here are different.”

And then, after talking with them for a while I got the truth, “I do not like being rejected.”
No one likes rejection. I don’t know of any person who likes to hear the word “NO”.

It’s OK, no it is a must to ask for the sale, because as Hockey player great Wayne Gretzky says,
“You miss 100 percent of the shots you never take.”

It is easy to never have the customer say “NO” when asking for the sale.
But first let’s get two well used practices out of the way, never to be heard of or used again.
#1. The Ostrich, head in the sand salesperson says:
When the customer says “NO” I do not hear them. I do not pay attention to them saying “NO”. I ignore it, therefore they do not say it. Well you may not hear them saying “NO”, but they are saying it. And they are hearing themselves saying “NO”. And once they start saying “NO” they will continue saying “NO”.

#2. The Overcomer says: I know how to overcome hearing the word “NO”.
Although this self confindence is good, once the customer says “NO” the first time, it is easier for them to continue to say “NO” when you ask for the sale. And why waste valuable selling time trying to overcome a situation you do not have to create in the first place?

Here it is. The 100% Guaranteed technique to never having the customer say or think “NO” when you are asking for the sale:
It’s all in the way you ask for the sale. Never give the customer the opportunity to say “NO”.
Ask Choice Questions!!!!!!

When you say, “Do you want to buy this product in Blue?”
The customer can say “NO”.
When you give them a choice, “Which color do you like best, red, blue, green or black?” You are not allowing them to say “NO”. And if they do not like any of those colors they will most likely tell you the color they like or you can give them more color choices.

Here is another great example: If you want a meeting with a customer and you say,
“Can we meet Friday morning?” They can easily say “NO”.

But give them choices, “Which would be better for you, if we meet Thursday or Friday morning?” You will never have the customer say “NO”. Again, if either one of those are satisfactory for them, continue to give them choices of other meeting days and times.

Recently I saw one of my clients double the order they received from their customer while taking an order simply by using the choice method I taught her. The customer normally reordered 5000 units of a particular item every 3 months. Instead of asking, “Do you want to reorder another 5000 units next month?”, my client said, “Since your busier season is coming which would be better for you to reorder, 10,000 or 20,000 units?” Another principle came into play here. The principle of the easy way out. When given a choice customers will most always take the easiest choice. In this case the 10,000 was an easier choice than 20,000.





Its OK to ask for the sale Really its OK - To learn more about this author, visit Bob Janet's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback
David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website


To learn more about the Evan Elite Author Program please contact us.

About The Author


Bob Janet
(Visit Bob's Website) ooks and CD’s at http://www.BobJanet.comBob Janet uses 40 plus years of face-to-face selling and marketing experiences as owner / operator of wholesale, retail, manufacturing and service businesses, combined with his unique content loaded, fun-entertaining audience involved keynotes and seminars to help owners, sales professionals and sales support staff increase sales and profits by gaining and retaining their most profitable customers. When everyone else tells you what to do to increase your sales and profits...Bob Janet shows you how!! See all Bob's sales growth programs and top selling sales / marketing books and CD's www.BobJanet.com Bob Janet Bob@BobJanet.com 800-286-1203 www.BobJanet.com

Bob Janet is a Platinum author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Bob Janet's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Bob Janet's Complete List of Sales Articles For FREE!

More Bob Janet
30 Seconds can make you a lot of Dollars
Overcoming Objections with the Turn Device
Stop Driving Your Customers To The Competition
Make BIG profits using little words
The secret to lowering you marketing cost
Do you have Renowned Customer Service
Top 10 reasons for NOT providing sales training and education
9 Quick No Cost ways to increase sales and profits
What is the first thing your mother taught you to say after Ma Ma and Da Da
11 Reasons why you better make sure the customer is always right
Free Downloads


 
 
 


Evan Elite Authors
John Alexander  
Joe Dager  
Leanne Hoagland-Smith  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Hiring An SEO Expert Icon Hiring An SEO Expert
Inspiration Business Plan Icon Inspiration Business Plan
Business vs Personal  Icon Business vs Personal
The Art Of Networking Icon The Art Of Networking
Franchise & Distribution Icon Franchise & Distribution
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 SEO Posts of the Year
Top 50 SEO Posts - 2007
Top SEO Posts of the Year
 
Top 50 Productivity Blogs To Watch In 2008
Top 50 Productivity Blogs
Top Blogs To Watch In 2008
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Johnson Sophia Cape Coast, Ghana,
Johnson Sophia
Cape Coast, Ghana
SEO For Africa

If I Were A Startup...
Gord Hotchkiss, $113k to $1.5 Mil in 5 years
Gord Hotchkiss
$113k to $1.5 Mil in 5 years
Razor Suleman, $143k to $5.4 Mil in 5 years
Razor Suleman
$143k to $5.4 Mil in 5 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Milton Hershey, Hershey Foods
Milton Hershey
Hershey Foods
Sean Diddy Combs, Bad Boy
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Michael Gerber, The E Myth
Michael Gerber
The E Myth
Seth Godin, Ideavirus Author
Seth Godin
Ideavirus Author
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)


Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information