The Ask

Chapter 7THE ASK for Business—The Stories and the Lessons

Now comes the fun part. In this and the following two chapters we are going to pull together everything I've suggested you do throughout this book. That way you can see exactly how all the tips, tools, steps, and advice come together. I know it is one thing to read through all this practical and highly success-producing material, but it is another thing to see how it actually is applied in daily life. These stories put a spotlight on the essential points I have highlighted throughout the book. They should also provide you with the take-away lessons on how to keep your ask on track no matter what challenges or obstacles arise. So I hope you enjoy these stories, but most important, I hope that you do adapt and apply them immediately to your individual situations and needs. After all, don't you deserve to ask and get everything you want in life?

Too Big to Learn

A good friend of mine who works at a very large international financial analytic-software and equity-trading company asked me if I would come and speak with their junior sales force team. Although she was not in sales, her department and her responsibilities at the company interacted with the sales department. She shared with me that the junior sales team was doing well, but a competitive product had just come onto the market. Until now, the sales team had had very little competition, so asking for the business and asking for repeat business was not challenging. ...