Just ask the question

How hard is it to ask the question?

Well quite hard actually, that's why many sales people don't ask. The fear of rejection, the sting of NO, the dissapointment of achieving the answer you wanted.

I maintain great sales people ask as they know the worst they can hear is no, even greater sales people will ask again but in a different format. If ask in the correct way with the best intentions explained then normally you will get the answer you were after.

I train people in asking questions such as 'what did you pay last time, what can you afford, what is your budget?'

Usually we get the answers we are looking for - its makes sense. Everyone's time is precious, so why wouldn't your potential customer give you it. Either they are waisting your time for their own purposes, eg using you as a 2nd or 3rd quote or just needing to budget.

Turely though if they really wanted to buy from you, your company or your product/services then they would assist you as much as possible.

So, are you willing to gove it a try, again and again. Build self confidence, its not you they are going to say no to, its your pitch, your value proposition - it was not set up correct. If they say no, retreat and come back at them.

Ask, so what is it that I have not clarified, what are we missing that you require?

I maintain, if you don't ask you don't get - so go ahead, make my day - ASK.

Let me know how it went. michael@mlang.com.au

Surpetition

Who knows what surpetition is?

Well most companies are in competition, beating other companies by price or quality, and whilst competition is necessary for survival, surpetition is needed for success.

Can there be competition with others to compare to? NO Can you have surpetition without others?YES. You can continually drive value and surpass yourself.

Surpetition helps get the baseline correct (good housekeeping, quality, cost control etc) but it is more centred towards creating uniqueness of the value being provided.

If you can create value to your customer base that is unique, centred on their needs and exceeding their initial immediate requirements, then there is a reasonable chance you will leave the competition fighting over price whilst you have locked the customer base in on a unique value proposition that they did not know they needed, until you created it for them.

What do you think - worth a try. Let me know if I have struck a cord.