Wednesday, July 10, 2013

Ask for Their Business

This post by Cultural Offering should be printed, saved, and then read before every sales presentation. An excerpt:

The ask doesn't come without a responsibility.  Everyone would like the opportunity to have their business.  The precursor to the ask is making sure you have explained clearly how you could help the prospective client reach their goals - lower costs, better retention, more good information, guidance, help, improved results.  

Several years ago, my boss stopped us in the middle of a new sales presentation.  We had just explained how great we were on this and on that.  "Don't EVER tell our clients or prospective clients how great we are.  Show them how great we can make them and then let them decide if we are great when we get their business," he said.  "And ask them for their business to help them."

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