2How to Ask
Asking is the beginning of receiving.
—Jim Rhon
Starting with prospecting, while advancing your deals through the sales process, and continuing all the way through the close, you must constantly be asking for what you want. To reduce resistance and get what you want, you must ask confidently, concisely, and assertively, with no hesitation.
There are three keys to asking (Figure 2.1):
- Ask with confidence and assume you will get what you want.
- Shut up!
- Be prepared to deal with objections.
Figure 2.1 The three keys to asking.
Emotional Contagion: People Respond in Kind
We've tracked thousands of sales interactions across a diverse set of industries. When salespeople demonstrate confidence and ask assertively for what they want—appointments, next steps, and buying commitments—prospects say yes 50 to 70 percent of the time. Conversely, nonassertive, insecure, I-don't-want-to-seem-too-pushy requests have a 10 to 30 percent success rate.
Jeffrey Gitomer, author of The Little Red Book of Selling, says that “the assumptive position is the strongest selling strategy in the world.” When you pair an assertive request with excellence throughout the sales process, the probability of getting a yes goes up even higher.
You must directly, quickly, and concisely get to the point. Asking directly for what you want makes it easier for your prospect to say yes. When you are confident ...