Ask and Ye Shall Receive!

Filed Under (OP Sales Training) by Don on 30-07-2010

Tagged Under : , , , , , , ,

I am still amazed that one of the biggest issues with sales reps is the fact they still don’t ask for the prospects usage/favorites/top 10 or 20 items list when prospecting.  I asked a rep one day why she hasn’t been able to quote a prospect on any products after calling on them multiple times.  The answer I got was “I’ve given them our flyer and catalogs”.  I asked, “Did you ask for their favorites list?” obviously the answer was no.  I would wager that the flyer or catalog she left the prospect went straight to the circular file without a second thought.  One of my loyal customers tells me that when my competition calls they always ask for a favorites list or a usage report.  ALWAYS! 

You will never get to first base if you don’t step up to the plate.  Asking for a list is just as important as asking who the decision maker is.  Why waste time handing out expensive catalogs when you don’t know what your customer is buying!?  It isn’t rocket science but you have to at least make an effort.  The next step in the “Asking” process is to ASK for the order.  You’ve gotten past the introduction, you have their list and given them your quote.  Do you really think they are going to order from you if you don’t have the guts to ask for the order?  I remember a call I made many years ago and the price I quoted for the product was higher than what the prospect was paying.  He told me up front that my price was higher than his current supplier.  This prospect had inferred earlier that his current supplier was slow to deliver.  I didn’t have anything to lose at this point so I told him that  it was worth a few dollars more to know that he would always get his order the next day, even if I had to deliver it myself.  So, could I have his business and the order?  After a long look from him he said yes.  Some time later in our business relationship he told me that the only reason I got his business that first time was because I wasn’t afraid to admit my price was higher and still ask for the business.

Point is folks, you will not get the information you need and you certainly won’t get the business if you don’t ask!  Conversation is a two-way street and you have to engage people in conversation.  You do that by asking open-ended questions.  In case you don’t know what that is, an open-ended question is one that requires a reply other than a yes or no answer.  Engage your customer in conversation and ask for their list.  This is a critical part of your selling process.  Without it, you fail.  Never give up and never give in, the business is out there if you will simply ask for it!  Good luck!

The last word: “There are no mistakes or failures, only lessons.” -Denis Waitley

Leave a Reply

You must be logged in to post a comment.