ASK FOR THE BUSINESS!!!
Every sales person would increase their sales 20 percent or more if they would just ask more often. So why don't they ask more often?
Most would say that the majority of sales personnel do not ask for the business because they are afraid of rejection. They do not want to hear the word no and be seen as a failure. The truth is that sales people are not afraid of failure-they are afraid of success. We know this because if they do not ask, then they are assured of failure. How can you get any business when you don't ask? If they ask, they may actually get involved in all the headaches!
Those who are used to high levels of success cannot understand why someone would dress for success, learn everything they need to know and then run around all day and talk to hundreds of people without asking for business. This happens everyday.
One reason why these people are hesitant to ask is that they feel unworthy. They feel unworthy because they have not delivered enough value to their targets. It is very uncomfortable to say "can I have the sale?" or "can we sign the contracts to list your home?" when you have not delivered any more than the last person who visited.
If you are completely lost as to why you are not asking more often, I might suggest that you first determine whether you are delivering enough value. Printing some house listing flyers, sending out post cards or listing a home is not a value mechanism. Just asking for the listing carries no value,this is the same thing the last 3 agents who came to visit that prospect for a CMA offered.
Providing value for a client-not just recipes and handy homeowner hints- but providing the customers with services of value such as a Virtual Tour of their home which will be published online for home buyers to see.
It is easier to ask for the business when you are delivering valuable sales advice and services.When you deliver significant value you will never be uncomfortable again asking for the business.
Separate yourself from the competition, as a matter of fact you want to BE the Competition..
Deliver value and ask for the sale.
Comments(11)