Asking for the order after an effective sales presentation would seem to be a common-sense concept. Yet many salespeople are reluctant to do so. This may seem obvious, but most salespeople don’t ask because they are afraid of rejection or of being pushy. Perhaps we are uncertain about what to say or how to ask. Regardless of our reasons, we don’t ask because of fear, and fear stops us all.
So, let’s think about what there is to be afraid of. For starters, asking for an order invites rejection. In view of this, it is important that we teach ourselves not to look at rejection as a personal thing. After all, it is only our goods and services that are being rejected. Think of “asking” as a straightforward opportunity for the customer to accept an offer of purchase rather than a pushy demand to buy.