An Easy Sales Tip To Boost Performance Immediately

An Easy Sales Tip To Boost Performance Immediately

One of the simplest and most effective sales techniques we suggest can be used by sales people of all skill levels - it can be used by anyone, really. Now, to maximize the value of this sales tip, and to drive the point home, let's look at it by way of example, as well as the revenue impact.

I was getting my car washed recently, and using up the last of a 5-pack of car wash stubs. Now, on the 5th wash, I'm "always" asked to purchase another 5-pack of washes. However, during this visit, the attendant simply took my last stub and sent me through. I was stunned. I was shaking my head thinking how could someone let profit drive away! How could he not ask? It would have been so easy! It was a guaranteed sale! I would have paid full price!

If you haven't guessed what the quick and easy sales tip is; it's to ASK FOR IT! There's nothing easier or more effective.

Even an awkward ask is better than not asking. And the more we ask the faster we find out what works and when. There are lots of ways to "ask for it," and there are hundreds ofsales tips that address this specifically, but let's continue with this example...

Here are a few questions the car wash attendant could have asked (please note the simplicity in the questions - there are no fancy sales tips or techniques needed).

1) Would you like to purchase another 5-pack while you're here?

2) This is your last ticket, shall I get you a new pack?

3) How about a new 5-pack so we can continue to keep your car nice and clean?

The above questions require very little skill - anyone could ask them. One could argue that there are reasons why a car wash attendant wouldn't ask for it (lack of sales training, poor leadership, no incentive...etc), but, as you can see, it doesn't require much.

We all get scared of the ask. We're afraid of rejection. We don't think the timing is right. We think the customer is not interested. This type of thinking is poison - it's toxic to our sales. We have to plow through! I've been through multiple sales training seminars, read the books, know the techniques, but none of it matters if I don't ask for the sale. Don't you agree? See, regardless of what you think of this sales tip - I just asked for you to agree.

-Theodore P. Olson, David Helgeson

SalesGrail.com

MasteringSales Techniques

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