Execute and Ask
Posted: Mon Jan 27, 2025 4:27 am
Time Discipline
They do not spend a lot of time planning and researching, or any of the other things that seem to consume the prospecting time reps set aside. Once they get to work, they make sure that they have what they need and then spend their time executing rather than rationalizing.
They also do not fool themselves that their “pipeline is full”, “I need to work on what is in the pipe and then I can prospect”, they are never too busy planning and hoping.
They ask for what they want, have a system and process and, they execute. They don’t worry about interrupting or bothering their targets, they just approach, present their value proposition “need to eat,” and ask for the money. If someone says no, they are that much closer to the next close.
I am not suggesting that we become panhandlers, (although I am sure some of the ones on the main streets of Toronto are making more than some sales people in Toronto), but I would encourage everyone to stop and ask why the panhandler can consistently act and execute.How many times do you ask for the sale?
Do you ask for it in a round-about, soft way and then denmark telegram data give up if your prospect says no? Or do you even ask for the sale at all?
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola? Perhaps I should ask, how many times a DAY do you see one?
Now you’d think that people already know about Coca Cola, but did you know that Coke still spends billions of dollars a year on advertisements?
It’s the same reason that infomercials run over and over and over again. After you’ve seen the same infomercial 50 times, you begin to consider it.
After another 50 times, you think you might actually use it. Another 50, and some of you decide that you’ve got to have it – I mean, heck, they’ve run this commercial at least a thousand times, there must be some value to this, right?
The Rule of Five
I remember my first sales manager used to say to us that we weren’t even in the closing arena until we had asked for the sale at least five times (and gotten a “no” five times, by the way). After that, he’d say, you’re finally closing.
They do not spend a lot of time planning and researching, or any of the other things that seem to consume the prospecting time reps set aside. Once they get to work, they make sure that they have what they need and then spend their time executing rather than rationalizing.
They also do not fool themselves that their “pipeline is full”, “I need to work on what is in the pipe and then I can prospect”, they are never too busy planning and hoping.
They ask for what they want, have a system and process and, they execute. They don’t worry about interrupting or bothering their targets, they just approach, present their value proposition “need to eat,” and ask for the money. If someone says no, they are that much closer to the next close.
I am not suggesting that we become panhandlers, (although I am sure some of the ones on the main streets of Toronto are making more than some sales people in Toronto), but I would encourage everyone to stop and ask why the panhandler can consistently act and execute.How many times do you ask for the sale?
Do you ask for it in a round-about, soft way and then denmark telegram data give up if your prospect says no? Or do you even ask for the sale at all?
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola? Perhaps I should ask, how many times a DAY do you see one?
Now you’d think that people already know about Coca Cola, but did you know that Coke still spends billions of dollars a year on advertisements?
It’s the same reason that infomercials run over and over and over again. After you’ve seen the same infomercial 50 times, you begin to consider it.
After another 50 times, you think you might actually use it. Another 50, and some of you decide that you’ve got to have it – I mean, heck, they’ve run this commercial at least a thousand times, there must be some value to this, right?
The Rule of Five
I remember my first sales manager used to say to us that we weren’t even in the closing arena until we had asked for the sale at least five times (and gotten a “no” five times, by the way). After that, he’d say, you’re finally closing.