Ten Biggest Mistakes Salespeople Make: Mistake #3

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Ten Biggest Mistakes Salespeople Make: Mistake #3

Encourager-In-Chief: December 7th, 2016

Failing to ask for the order

Salespeople often struggle for some time before they even get a customer to answer his or her phone and agree to meet with them. You’d think after that much hard work, the salesperson would be eager to ask for the order and make sure he or she has a chance to come away with the sale. Ironically, this is often not the case.

Years ago, I was talking with another trainer who told me about a company who put 400 salespeople through a training program. At the end of the training program, each salesperson had to role-play a sales presentation with a "customer". The salespeople were told to make sure they ask for the order. The "customers" were instructed to say “yes” IF the salesperson asked for the order,

At the end of the exercise, only 10% of the salespeople actually asked for the order. When the company owner and the trainer saw the results, they made all of their salespeople go through the same exercise again. This time they were told to do their entire sales presentation and to make sure they ask for the order. The salespeople were told that if they asked for the order, their "customer" would say “yes". The second time, 17% of the sales force asked for the order. Only 7% more salespeople did anything different, even when they were told that the customer would say “yes".

This can only be attributed to fear. Salespeople are so afraid of rejection they frequently won’t ask the customer for the order. They don’t realize the only reason the customer is talking to them in the first place is because the customer is considering buying from him or her. It doesn’t make sense not to ask the customer if he or she wants to buy from you.

A big step in the right direction is to learn how to ask for the order in your own words. I mean, the only people I ever hear say “may take your order” are working at the drive-up window at McDonald’s. In every industry, there’s a certain way to ask for the order. It’s your job as a business owner or salesperson to find out exactly how you should ask for the order in your industry. Once you know what to say, there’s no good excuse to skip this step.

You have not because you ask not.
- St. James 4:2

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery

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