Workshop Overview

It may sound crazy to some, but most salespeople today do not confidently and clearly ASK the buyer for their business. “They know what I am there for.” “If I’ve done my job well, I’ll get the deal.” “It’s too soon.” or worse, “It’s too late.” These and more are common refrains from salespeople we’ve interviewed and observed in action. Why does asking for the business make so many people uncomfortable? Is the fear of getting a no really that bad?

A salesperson who has done their job well, has earned the right to ask the prospect/buyer for their business, and this is the crux of the issue; too many sales professionals skip some critical steps early on, and thus feel uncomfortable closing the deal. Though this workshop can be delivered as a stand-alone session, we strongly recommend that participants first take either Values Based Selling or Conducting a Needs Analysis…preferably both.

Workshop Outcomes

Heavy with individual exercises and role playing, and augmented with a small amount of presentation, participants will develop their own personal scripts, practice them until they feel comfortable, and then will leave the session with clear expectations of executing on what they developed and practiced, within 24 hours. The quicker they put what they learn into action, the more ingrained it will be for them in the future.

Developing and practicing these scripts will result in increased confidence, increased resolve, and practical application for their everyday sales experiences.

Who Should Attend This Event

• Experienced top producing sales people – refresh your repertoire and create new ways to reach your goals faster.
• Brand new sales people – develop the confidence and the know-how to ask for the business at every opportunity.
• Sales management professionals – develop or enhance your ability to be a strong coach for ALL of your direct reports.

Workshop Key Topics

• How many no’s do you need before you get a yes?
• Why getting a no isn’t rejection…it’s simply resistance to change.
• How, why, and when to ask for the business, and what to do next.
• Close more sales and get more new clients by simply asking.

Workshop Duration: Half-day. (For a full day, combine with Growing by Referral, a great compliment to Just Ask!)

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