Sales - "Just ask for it"!!

Cognitive intervention – why would I think that has anything to do with sales?  My answer comes from listening to public radio and an experiment that was talked about where they were trying to “re-program” kids who came from tough areas to get along.  The experiment went like this; they gave a ball to one of the kids and then told the other kid to get the ball.  Each experiment had the two kids fighting over the ball – they all went after it aggressively.  Finally the person leading the experiment stopped everyone and then asked one of the kids, “Why didn’t you just ask for the ball?”  His response was, “I didn’t want him to think I was a punk and couldn’t take it away.”  The experimenter then asked the other kid, “what would you have done if he just asked you for the ball?”  His response was, “Give it to him…why should I care?”

The point as it relates to sales is this; many times we approach a customer fearing we will be rebuked.  That thinking causes us to become overly aggressive and apprehensive thus minimizing our effectiveness.  If we remember that we have the answers, the solutions and the tools as opposed to their issues, problems and needs, then we will see ourselves in a much more positive and effective way.  And, then we will be OK just “asking for the ball”.