Many sellers are too afraid of asking for the business and closing the deal. It is a fear that hinders then for accomplishing their goals and performing well.
From the soccer example, once you’re in an ideal position, do not be afraid of asking for the business. The 20% of successful salespeople who are bringing 80% of the business are not afraid of asking for business – Why?
They believe in what they’re doing.
They know it will work.
They understand the value that they can bring to their prospects’ organizations.
3 Reasons Why Most Sales Professionals Are Afraid of Asking for the business:
They assume the prospects will tell them when they are ready.
They don’t want to be pushy.
They don’t know how to ask for the business.
My recommendations (addressing the 3 reasons mentioned above):
Sometimes people are complacent with their current situations. They are reluctant to change, so this is where you come in as a sales professional to educate them. Guide them to a point where they say their ready to move forward. This is where you take a shot on goal and ask for the business.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.
Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.