Calendar of Events
ASTD
MPI

One Simple Technique To Close More Sales: Ask!
By Tim Piccirillo

  When I made my living as a professional comedy magician, I was constantly 
asked by other acts in the business how I managed to stay so busy and do so 
many more shows than they did.  I simply told them, "I asked."

  In my motivational speeches and workshops I do a magic effect where I throw 
an "invisible" deck of cards to someone in the audience.  We go through a whole 
series of actions where the participant reverses a card in her invisible deck.  The 
effect is concluded when I bring out a real deck of cards and her card is found to 
be magically reversed in the "real" deck.  I then ask the participant how I got her 
to do all these crazy things with a deck of imaginary cards.  The answer: "I asked."

  This is the foundational principle for getting whatever it is you want in life.  It is 
particularly pertinent for getting the order in any sales situation.  After pointing out 
the benefits of your product, you need to ASK for the order.  BUT, you must ask INTELLIGENTLY.  There are six keys to asking intelligently for what you want.

1. ASK SINCERELY.  Seems simple right?  You would be surprised how many 
sales professionals practically demand that the customer buy.  Remember the 
old saying: "You can catch more bees with honey than you can with vinegar."

2. ASK SPECIFICALLY AND PUT IT IN POSITIVE TERMS.  If you are trying to 
sell a series of products and you feel your prospect would honestly benefit from 
one in particular, ask specifically which product you would like him to guy and 
explain why.  For example, if you were selling insurance your conversation might 
go something like this:  "Mr. Jones, based on what you have told me and assessing 
your needs, wouldn't it be in your best interest if you would invest in the whole life 
policy since it will generate income for you as opposed to term insurance which 
will not allow you to build up your nest egg?"  As important point here also, is to 
state your request positively and ask for what you DO want, not what you DON'T want.

3. ASK SOMEONE WHO CAN HELP YOU.  You want to make sure you are asking 
someone who is in a position to give you what you want.  If you are going after an 
account for a large order, make sure you get to the person who is in a position to say 
"yes".  It makes no sense to spin your wheels asking someone who doesn't have the 
authority to make a buying decision.

4.  CREAT VALUE FOR THAT PERSON.  This can be summed up in there words:  
benefits, benefits, and benefits.  If your prospect is giving you the business, you owe 
them.  Try to give them an add-on bonus to the product.  Maybe your add-on is dynamite follow-up service or maybe it is considerably more product for a small additional cost.  
An important consideration here is to make sure your prospect feels he or she is getting MORE than their money's worth.

5.   ASK WITH ENTHUSIASM.  You've heard the old joke about the insurance 
salesperson that says to the new prospect, "You don't want to buy any insurance 
do you?" I have encountered countless salespeople who have the enthusiasm of a 
bear hibernating for the winter.  Remember this:  Your beliefs will affect your prospect's beliefs.  Your enthusiasm is contagious.  If you are not fired up about your products, 
how can you expect your prospect to be?

6.   ASK UNTIL.  This is probably the most important step.  As salespeople, rejection 
is a way of life for us.  Don't let rejection from a prospect bring you down.  Use what is 
called "sensory acuity"---seeing what works and what does not in your presentation.  
You may need to adjust your approach to dealing with a particular individual.  Or you 
may need to ask someone else in the prospect's organization to get what you want.  Remember:  most sales are made after the fifth contact.

These six keys to asking intelligent questions have worked for countless people in 
various professions.  They are particularly pertinent to the salesperson that has to 
ask people to buy on a daily basis.  Try them.  This technique works if you work it!

Tim Piccirillo has been a professional speaker and magician for over 25years. He has been motivating and entertaining corporate and association audiences with magic in his keynotes, workshops and banquet programs, speaking about human potential and "resiliency". Call or email him to receive information about his presentations and training services and receive his report, "5 Ways to Use 
Magic Effectively in a Presentation", absolutely free - just for the inquiry. email him at timpic@penn.com   call 814-772-1291 www.timpic.com  
                                             ExpertMagazine.com 2001

Send this article to a friend

Back to Top