The Answer is NO Until You Ask

Asking for the order seems like such a simple notion, so why do so many salespeople have difficulty with it? One of my favorite mottos is "if you don't ask, you don't get." It is a very clear, concise and true statement of faith. The simple truth is, the answer is usually "no" unless you ask, and ask you must if you expect success.

In preparation for the publication of my latest book, Superior Selling Skills Mastery, I contacted several noteworthy and accomplished authors in the selling field, seeking their testimonials for my work. I chose people of extraordinary talent, wonderful success, superior notoriety and stellar reputation. Not surprisingly, three people have responded so far, one of which is still reading but promised a glowing testimonial.

"Not surprisingly?" Yes. I expected to hear from these leaders in our field. I believe that "the cream rises to the top" and one prominent reason industry leaders often are positioned where they are because they are interested in others. They are approachable, however you must be willing to ask for their assistance. You can read their testimonials here.

I asked. They responded. If I would not have asked, it is unlikely that I would have received their testimonials. After all, how could they have known? Asking is critical, no matter your field or situation. Whether it is help you seek, a review of your progress, an assessment of your skills, an opinion or an order that you are seeking from a customer, you must ask for it. Asking is necessary.

Asking completes the selling process. It is closing the sale. Without it, all that has previously transpired means little, a mere transference of information. Giving away information and polite conversation are not bad things, but they will not pay your bills. Without the close, conversation is all you have. You must close the selling process; you must ask for the order.

Your customers expect you to close. They expect you to ask for their business. Many will not simply offer it to you because you are nice. Ask. Do not be hesitant. Ask confidently. Ask expectantly!

...........................
Daniel Sitter
Author

If you enjoyed this post, please bookmark it and subscribe!

        Listen

Comments

[Lewis Green]

Daniel,

This is a great life lesson, as well. If we don't ask, nothing happens except bad stuff.

[chipseo]

Funny, I always thought the answer was yes, unless you ask... then it is always "no". :)

At least that has always been my general assumption when dealing with people in general.

Guess it is all how you look at it... assuming the answer is always yes gives you a little freedom of mind, but I do think your points are good. Scott

[Brad Shorr]

What you say is very true. When I was a buyer, our purchasing group had little respect for sales reps who didn't ask for orders. It was just expected that you ask.

[Christine O'Kelly]

Wow! That is a coincidence that we were both writing about asking for what you want at the same time!

Congrats to you for going to the top to get your testimonials - you weren't joking either!! Jill Konrath - Brian Tracy - geez! Brian Tracy is one of my heros. Nice job.

[Graham Price]

Daniel, you make good points here and from sitting on both sides of the fence as a buyer and a seller over the years I am always surprised how few people ask for an order, or even try a pre-emptive/trial close. I really do believe it comes from our inner belief systems that are preprogrammed for rejection (as a salesperson you need a lot of no's to get a yes scenario)