There is an ongoing political debate in our country about whether gays should serve in the military; and an even bigger debate as to whether they should profess said sexual orientation to their superiors.
Frankly, I have no strong feelings one way or another about the issue. However, I am fascinated by Bill Clinton’s second most famous line during his presidency (right behind # 1, “I did not have sexual relations with that woman!”) regarding the issue. That second most famous line: “Don’t ask. Don’t tell.”
A slightly modified version of it should become a mantra to all entrepreneurs: Don’t ask—don’t sell!
It absolutely amazes me when a sales person (and I firmly believe that, regardless of our respective titles, we’re ALL selling something) presents a product, idea, or service to me, and then never asks me to buy. It’s as if they think that I will be so dazzled with their product or concept that I should be foaming at the mouth to make the purchase!
If you are among that group who wants to ‘educate,’ with the expectation that your prospect is going to miraculously want a piece of that action without you asking for the sale, I have a question for you, “Are you nuts?” And I also have a suggestion for you: “Get a grip, Skippy.”
I don’t care HOW you do it. But DO it. Here a just a few possible ways to ask for the sale:
1.) Can we get you started on this program?
2.) Is there any reason you would not want to make this purchase?
3.) When can we start?
4.) I need a check and your signature?
5.) What quantity/color/size would be right for you?
6.) In my opinion, this is a perfect fit for you. Are we in agreement?
7.) Based on what you said about your wants/needs, it’s my professional recommendation that you go ahead with it today.
Many of you will have even better suggestions than the few I’ve provided above. So I repeat, I don’t care HOW you do it. Just DO it.
Don’t ask. Don’t sell.
Bill Sheridan 8106 Brookview Drive Urbandale, IA 50322
515.669.4913 firstname.lastname@example.org www.sheridanwrites.com
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