ASKS: Proposes with courage to seize opportunity​

ASKS: Proposes with courage to seize opportunity

The Sales Trainer announced to the group: “I will now play an audio clip of a conversation between a salesperson and the Customer. I would like you to spot what you feel the salesperson should have done. Ok here goes”

Salesperson: “To summarise, Gentlemen, this accounting software is custom created for your kind of standalone retail outlets. Once installed, it works like an enterprise software. It takes care of billing and keeps track of the stocks. It pops up reminders when the inventories approach reorder levels. It has a mail interface to send out purchase orders. It even lists buyers according the value of shopping they do so that you could offer them loyalty discounts and special programs. It is updated for the amendments to GST Act and can take care of tax compliance requirements. All this comes at a highly competitive annual license fee”

Customer: “I agree that the features are comprehensive and highly useful. But I feel your license fee is too high”

Salesperson: “Can I have a word with our Sales Manager and then send you a revised proposal, after which I meet you on Monday to take this forward?”

Customer: “Ok, that’s fine by me”

Someone in the Group said: “He should have countered the objection there and then telling the Customer “What you’re saying is that the software has particular benefits that makes it worth the slightly higher price” He should have then gone on to show how the cost savings would more than make up the additional license fee”

The trainer said: “Could he have done even better? Instead of meekly settling down for a revised proposal, could he have asked for the sale – “Can we install a trial version on Monday for you to try out?” The faces in the room lit up in a light bulb moment!

Battle hardened salespeople sell more simply because they dare to ask. In our story, there was a great opportunity when the Customer agreed that the features were comprehensive and highly useful. A sales veteran would have been quick to move in on that opening. Spinning the basketball wisdom, you will lose all the sales you don’t ask. Often the primal fear of rejection, the anxiety about looking bad or simply, the lack of a structured closing process, may prevent a salesperson from asking for the sale. Asking, when repeatedly practiced becomes an ingrained success-promoting behaviour in sales.

Action Question: Reflect on five sales conversations you can remember. Can you see opportunities you missed, without ‘asking’? How can you do better as markets unlock?

Related Reading: Mercuri Insight Document on June 2019 Mecuri Mail feature on ‘Ask’

About the series: This is the 26th in a series of 100 Posts that purport to build your #Sales Resilience.. as an individual salesperson, as a sales team, and as a sales organization. Because a Resilient India needs Resilient Sales.


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