The document provides tips for salespeople on the importance of asking customers for sales. It notes that most sales are closed after the fourth time asking and that the majority of sales meetings end without an ask. It encourages salespeople to ask repeatedly since circumstances may change to allow a yes, and notes that people are often afraid to ask due to fears of looking needy, foolish or stupid or hearing no, but that one should ask with a positive expectation.

1. Ask, Ask, Ask

2. • We miss 100% of opportunities we don’t ask for
• Nothing to loose and everything to gain
• SWSWSWSW – some will, some wont, so what –
someone’s waiting
• People actually want to say YES
• Feed your family or feed your ego
Why Ask, Ask, Ask ?

3. Sales people quitting after 1st Call - 44%
Sales people quitting after 2nd Call - 24%
Sales people quitting after 3rd Call - 14%
Sales people quitting after 4th Call - 12%
Sales Closed after 4th Call – 60%
Sales Meetings ending with salesperson not asking for order – 63%
Research
94% of sales people do 40% of business,
6% sales people do balance 60% business

4. Why People are afraid to Ask?
• Looking Needy
• Looking Foolish
• Looking Stupid
• Hearing the word No
• Taking No as personal rejection
• Typical Excuses
– Timing Not right, Client was distracted, Too many people around,
Client needed more time to think etc

5. Rules of the Game
• Ask with Positive Expectation
• Just say ‘Next”
• Be clear and Specific
• Ask Repeatedly - You might get yes..
– On a different day
– When the person in a better mood
– When you have something new to present
– When circumstances have changed
– When you have established better rapport
– When the person trusts you more
– When the need is there
– When the priorities are different
– When the person is really tired of saying no

6. Thank You