This is a mighty tall order for many who are new to sales. Actually, it is often a challenge for seasoned people.  But in virtually every sales situation, it is a necessary piece – the sale just won’t happen without it. Why?  Because before you can “close a sale”, you need to know if the person is interested in what you’re offering. You have to ask!

So it’s imperative that you help your sales force feel comfortable about asking for a decision. I’ve taken many a stab at this one throughout the years.  I’ve explained why this step is important. I’ve offered word choices to make it easier.  I’ve tried to minimize the natural fear of being pushy and of hearing the dreaded word, “no”. But then, I happened upon something that consistently brings it home. It speaks to everyone.  And it’s one simple sentence:  “I wouldn’t be doing my job if I didn’t ask.” Let me show you in context.

Jane: “Mary, you really seemed to enjoy the party this evening.  How would you feel about hosting your own?”

Mary: “No, Jane. I really don’t want to do that”.

Jane: “That’s fine, Mary.  I just wouldn’t be doing my job if I didn’t ask.”

Now, there’s a chance that Jane could still turn this into a party, but that’s for another time.  Right now, let’s think about why this sentence works. It all goes back to those basic fears – your sales people don’t want to be pushy and they don’t like to hear “no”.  But this gives them an out – a legitimate reason to ask for a decision. They are just trying to do a good job.  Who could think negatively of that?  Who wouldn’t respect that?

So teach your sales force to ask.  Let them know it’s OK to ask.  Help them feel proud to ask. It will bring them that much closer to success.

image credit Horia Varlan

Lori Moser

Lori Moser built a personal sales organization of thousands, and now helps direct selling companies with the salesforce training they need to succeed.  Lori can help your organization by both creating and delivering training that brings results!  For more information, contact her at lori@luceandassociates.com