Afraid to Ask?
Ask for the “No!”
The Sales & Counselor SellingSM Series
“Thirty years, and still people are afraid to ask for the order!”
—Jennifer R. StJohn
Dodge it. Avoid it. Back away from it! But sooner or later, you’ve gotta face it. Something’s gotta’ give! You must! You must! You must! Close the meeting!
It’s an old (even ancient) refrain… The excuses for not closing, for not selling, or even attempting to, are legion.
Well, I can’t close because I’m:
- Afraid to Give Offense!
- Uncomfortable with the Silence.
- Uncomfortable with “Pushing!”
- Afraid of Being Aggressive!
- Uncomfortable with More Work!
- Waiting to “Earn the Right” to Ask for the Business.
- Uncomfortable with being Uncomfortable!
But merely backing into a comfortable corner is not exactly “Selling,” is it? The point is to do it in a way that is as open and comfortable as possible for all concerned. But still, we need to get to a commitment. So be aggressive, be straight forward and face that close!
What’s really required: The Willingness to Ask for:
- An order… or
- A date when an order will be forthcoming… or
- A promise to find a place in the conduct of business where our product will be displayed, discussed, featured, or otherwise given a fair shot… or
- A clear statement of disinterest. (An honest “NO!”)
That’s it. A “No!” is nearly as good as a “Yes!” because, in all honesty, it’s pretty near impossible to see everyone in a territory. So the real question is: “Are you a Suspect, or a Prospect?” If you’re a Prospect, I’ll keep coming back and working with you, for you and on you, until we become Client and Provider. But if you’re a Suspect only, then I have your permission to be less present, less instantly responsive, and more comfortable moving you to the back of the folder. It’s a good thing for both players to be clear, honest, and forthcoming about the likelihood of working together. If it’s not going to happen, why not get that out on the table and agree to part as friends?
These are not the easiest things to discuss, but it sure beats going around in obscure circles trying to ferret out the truth. “Hey, are we going to work together? Is there more to discuss? Or Not?” It’s that easy. The good news? There are so many other opportunities!
Some people are so busy trying to turn a no into a yes that they have no time to pursue the maybes and service the actual yeses.
So, Ask for the “No!” That’ll get you out of this suspect’s hair and back out into the field looking for real prospects.
Applications
1. Individually
Nothing harder than putting your heart on the table and hoping for a “Yes!” Unless it’s quietly waiting around, hoping — or wondering. Yet for a lot of people, wondering seems to preserve the glimmer of a yes. OK, time to move beyond junior high school. Go for it — whatever it is and ask! The “No!” might hurt, but it gets you onto the next thing. No time for regrets, just move on and create the new future!
2. At Home
Does it happen at your house? That List of Things we must never discuss? The Brick Wall in regard to something we last discussed years ago? Maybe you want to live closer to your children/grandchildren, but your spouse likes things just fine right here. You’d love to have “the talk” but you’re afraid of the “No.” Isn’t it better to convert that fear and life in “Perpetual Maybe” to a definite Yes or No?
3. At Work
You’ve been at the job for years, and done stellar work. But no performance review. Plus, you’d really like a raise. The “Fear of No!” Yet even a “no” would let you know where things stand — for now. The real possibility is that you’ll actually get a Review.
When it comes to selling… Don’t be Afraid, Ask!
Yes! is great of course! Maybe is Purgatory!
But No! gets you onto the next opportunity!
Get started! There are a lot of No’s! out there to harvest!
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