Monday 8am: Read this newsletter
Monday 8:15am: Harden up
While teaching a seminar last week to a wonderful group of salespeople, one of the participants said "I do ask for referrals, but I might be too soft about it".
A common issue....but easily fixed.
Imagine you were going to ask the one you love to marry you. You have a choice of A or B....which one are you going to ask?
A. I kind of, like, really love you and stuff, and I was just wondering, if, like, maybe you might think about, ,kind of, I don't know, maybe, we should, you know, ummmmm, kind of, get married?
B. I love you completely. I want to spend the rest of my life with you as my partner. I would be honored and amazed if you would marry me.
Ok....so, which one do you pick?
I think you get the idea. The "softer" you ask the question, the less likely it is to get the response you seek. Sometimes you can convince yourself that you're truly "asking" for the referral when your ask is so soft, it's not even an ask at all!
When you head out to sell this week, audit yourself and see if your "ask" is a real ask.....or merely a "suggestion" of someone referring to you.
BTW....do you remember that immediate sales gain achieved from asking on every single call, for those that have not been doing it?
Immediately....as in, right now.
Go get it.