By Brent Kelly
When I first went to the counter to order my coffee (plain, no cream or sugar), the nice lady asked if I wanted a delicious cookie for some sugar energy. I politely declined (thank you My FItness Pal), but actually had to think about it for a few seconds. She didn’t just say, “Would you like a cookie with that,” she said, “do you want a delicious cookie for some sugar energy?”
I don’t know about you, but I like delicious things, sugar, and energy.
As I began to work, I overheard one customer after another being asked if they wanted a “warm roll, yummy treat, or a bigger drink for only $0.30 more.” About half of the people who were asked agreed. HALF. There was no pressure, no pushing, and no hard sell. They simply asked.
It got me thinking. Why do some sales professionals have such a hard time just asking for a sale? I can attest to this as I have been guilty in my sales career.
I believe it comes from three main reasons.
How Can Sales Professionals Overcome Not Asking for the Sale?
As one of my favorite sales trainers says, “People love to buy, but don’t like to be sold.” If your product or service is the best. If your provide education, value, and enthusiasm. If you love what you do, people will want to buy.
Yes, Starbucks has a great name, reputation, and a great product, but they also know how to ask for the sale. So should you.
Question: Do you always ask for the sale? Why or why not?
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