Just Ask

I can remember back when I was just getting started in sales. I used to go out of my way to do the best presentation possible. I’d be up waving my arms, doing impressions, telling jokes, sticking pencils through my screen, anything I could do to be different, and of course, enthusiastic. My boss used to call it “the Joey Show.” Whenever I’d hit a slump, I’d always console myself by saying, “at least I did a great presentation,” which is good, but not really what I was there for.

The primary Goal Is To Close The Sale

Sometimes we forget what the goal is. It’s not to make a great presentation. It’s not to send the prospect a proposal [via e-mail, snail mail, or fax]. It’s not to overcome all the objections.

The primary Goal Is To Close the Sale

The goal is to close the sale. Never kid yourself that there are people out there that need to be sold! If you don’t aggressively ask for the sale, the next guy will. Even if your price is better, or your Insurance Policy covers more, some people can’t buy anything unless somebody persuasively sells it to them.

Remember your first day in sales, when the old veteran put his arm around you and said, “kid, when they tell you at the door that they ain’t buying anything today … do a fricken Novena, because those people are real mooches!” OK, he may not have said it just like that, but you got the idea and guess what … it was true!!!

Remember, an objection is just the customer’s way of telling you what you still have to do in order to make him happy.