Friday, 4 January 2019

Ask again and again to get results - here’s why

Dear Reader,

With every new year, most of us wish for greater success for self and dear ones. Here is a book that will give you some key pointers – The Success Principles: How to Get from Where You Are to Where You Want to Be.

The insights from this book are definitely useful for any sales professional but also for all others at any stage of career or studies.

One of the principles that I like was on rejection, a concept that doesn’t exist in its true sense. If you ask for something and get a NO, you are still where you were, no worse off than not having asked. Just asking increases the probability of getting what you asked.

Here is an excerpt that you may find useful:

Whenever you ask anyone for anything, remember the following: SWSWSWSW, which stands for “some will, some won’t; so what – someone’s waiting.” Some people are going to say yes, and some are going to say no. So what! Out there somewhere, someone is waiting for you and your ideas. It is simply a numbers game. You have to keep asking until you get a yes. The yes is out there waiting….

One of the most important principles of success is persistence, not giving up. Whenever you’re asking others to participate in the fulfilment of your goals, some people are going to say no. They may have other priorities, commitments, and reasons not to participate. It’s not a reflection on you.

Just get used to the idea that there’s going to be a lot of rejection along the way to the brass ring. The key is not to give up. When someone says no, you keep on asking. Why? Because when you keep on asking – even the same person again and again – you might get a yes….

  • On a different day
  • When the person is in a better mood
  • When you have new data to present
  • After you’ve proven your commitment to them
  • When circumstances have changed
  • When you’ve learned how to close better
  • When you’ve established better rapport
  • When the person trusts you more
  • When you have paid your dues!!!!
  • When the economy is better.

 Herbert True, a marketing specialist at Notre Dame University. Found that

  • 44% of all salespeople quit trying after the first call
  • 24% quit after the second call
  • 14% quit after the third call
  • 12% quit trying to sell their prospect after the fourth call
This means that 94% of all sales people quit after the fourth call. But 60% of all sales are made after the fourth call. This revealing statistic shows that 94% of all sales people don’t give themselves a chance at 60% of the prospective buyers.

You may have the capacity, but you also have the have the tenacity. To be successful, you have to ask, ask, ask, ask, ask!!

Wishing you amazing success and intense richness in 2019.

Warm regards