How to Get Better At Asking

first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now Selling well requires that you ask for–and gain–commitments. We move from one commitment to the next commitment, from target to close. If you’re going to gain those commitments, you’re going to have to ask for them. Here’s how to get better at asking.Tie Your Ask to Future Value CreationOne way to improve your ability to gain a commitment is to focus on the future value you’re going to create. What will the client get out of allowing you to have the commitment you ask for? If you ask for access to their decision influencers, how will that benefit them? If you ask for access information, how will giving you that information help them?By justifying your ask, you make it easier for your dream client to give you the commitment you need.As a side note, if it’s early in the sales process the best way to create value is to give them information and ideas they can use whether they choose you or one of your competitors. This makes it easy to say yes. If it’s late in the sales process you show how only you can create the kind of value that you’re describing, differentiating yourself from your competitors in a way that’s compelling to your prospective client.Earn the Commitment Before You AskThe more value you create during each sales interaction, the more you earn the right to ask for the commitment you need. If it’s early in the sales process and you help your dream client with ideas that benefit them, you make it easier to gain a commitment to move forward.But the opposite of this is also true. The less valuable you are during each sales interaction, the more difficult it is for you to ask for again the commitments that you need. You haven’t earned them.It’s easy to ask for and obtain the commitments that you have earned. It’s much more difficult when you haven’t earned the right to ask. Do the work to deserve the commitment you’re asking for.Practice AskingYou get a lot better asking if you practice. The more you practice asking, the more comfortable you are with the words coming out your mouth, the easier it is for you to ask. Most salespeople won’t do this. They’re too shy. They’re too embarrassed. They don’t think they need to practice. But the rewards are high for those brave souls who will rehearse the words and practice the language.You might practice with a group of your peers. If you’ve got a really “game” group, you’ll be brave enough to critique each other and offer suggestions. You also get the opportunity to listen to the language that other salespeople use, and you can steal some of it to use in your own sales interactions.If you want to get better at anything faster, practice. If you don’t have enough opportunities to practice in real sales interactions, rehearsing with your peers is a great substitute.Remember, You’re In SalesDon’t worry about being salesy. Guess what? You’re in sales. Your dream client already knows you’re a salesperson. They knew that when you called and asked for the appointment.Instead of worrying about being “salesy,” worry instead about the points above. If you tie your ask to future value creation, if you create value during every sales interaction, and if you’re well rehearsed and comfortable with the language, you can ask directly very comfortably with no problem.You’re in sales. And selling is a game of commitment gaining. Get comfortable asking for the commitments you need.QuestionsHave you earned the commitments that you ask for?How do you create value during every sales interaction?Do you have good language choices that allow you to tie the value that you create on one sales interaction to the value you create by being allowed to have the commitment that you need?Do you rehearse your language choices? What would it sound like if you did?last_img read more

Magnolia earns twice-to-beat, pulls plug on Meralco’s playoff hopes

first_imgMOST READ Magnolia, which joined defending champion San Miguel Beer in the top two, stretched its lead to 20, 60-40, after a free throw by Sangalang at the 5:32 mark of the third quarter.Lee was pretty much unguardable throughout the game, especially in early part of the fourth quarter, where he toyed with Meralco’s defense. He hit a triple to make it, 73-52, before zig-zagging his way for a nifty drive to make it, 77-55, with 9:07 remaining.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutThe star guard finished with 21 points and three steals in just less than 20 minutes on the floor.Magnolia wrapped up its elimination round schedule with an 8-3 card while Meralco (4-7), which will miss the all-Filipino Cup playoffs for the third consecutive time. Ian Sangalang and Marc Pingris combined for 16 points, 16 rebounds and three blocks for the Hotshots, who shot 50 percent from the field while limiting the Bolts to just 35 percent.Magnolia cruised to victory despite missing the services of playmaker Jio Jalalon. Jalalon, a native of CDO, is with Gilas Pilipinas, which plays Japan on Sunday in the 2019 Fiba World Cup Asian qualifiers at Mall of Asia Arena. Brace for potentially devastating typhoon approaching PH – NDRRMC PBA IMAGESMagnolia locked up the second twice-to-beat advantage and eliminated Meralco from playoff contention after a 94-65 win in the 2018 PBA Philippine Cup at Xavier University Gym Saturday in Cagayan de Oro City.Paul Lee sparked a second-quarter breakaway that saw the Hotshots go on a 10-0 run and were never threatened from that point on.ADVERTISEMENT Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City Google honors food scientist, banana ketchup inventor and war hero Maria Orosa Don’t miss out on the latest news and information. LOOK: Iya Villania meets ‘Jumanji: The Next Level’ cast in Mexico Typhoon Kammuri accelerates, gains strength en route to PHcenter_img Adamson shocks La Salle in 4 sets Pussycat Dolls set for reunion tour after 10-year hiatus Read Next John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding AFP official booed out of forum View comments LATEST STORIES Families in US enclave in north Mexico hold sad Thanksgivinglast_img read more