Asking

Since our agency is completely focused on business development, relationships and ultimately sales, we end up studying and discussing the topic frequently. This then brings up the topic of asking. It's importance in sales. 

While you can do virtually everything exactly "right" in a sale's cycle, if you don't ask, you won't close. It's that simple. It even sounds ridiculously simple. It's one of those things that sounds like something that everyone should know, do and apply but most don't. I've had plenty of people attempt to sell me products or services and never ask me which results in me not buying. I'm sure you have as well. 

Think it over. On your last sales cycle, did you clearly ask for the sale? If so, how many time's. If not, why? People seem to hesitate at asking. It seem's to be an awkward moment for all involved but if you practice it enough and do it enough, over time, it becomes second nature. Many sales cycles seem to go very well, the prospect is interested, you have a great discussion with them, they need or want what you are selling and the deal doesn't close. You follow up and still the deal doesn't close. Perhaps the follow up goes something like this, "Hi, did you get my proposal I sent over?... great.... well... I was just following up with you..... mmmm hmmm..... ok.... any questions?..... great.... ok I will follow up next week...." If you don't ask.... you won't close. It's that simple. 

Ask as many times as it takes to close the deal. If you ask once and the answer is something like.."we still need to look at...." no problem. Don't take it personally, handle that point and then... yup... you guessed it.. ask again. Ask and ask and ask until it's done while handling the objections and concerns along the way. Don't back off. They have interest. They want to buy the product. In fact, it does your prospect a favor by asking and closing the deal. People are not very good at selling and closing themselves. A skilled salesperson that is an expert at selling, asking and closing business is actually a pleasure to deal with. It's the ones that drag their feet and are hesitant and can't control the cycle that cause the awkwardness associated with the sale. 

Here is what I want you to do, try asking this week with any deal you are working on. Just ask them. Come right out and say, "Listen, I want you to get started on this strategy this week, let's start on this today" or something similar that straight out ask's them to close. Trust me, this will change your sales for the better for you and your prospects. They want to be asked, so ask them. 

- Robert Cornish

CEO, Richter10.2 Media Group