Greetings! 

A reader brought a TV ad to my attention that maybe you've seen too. It's the Fidelity Investments commercial where a sales rep is talking to a prospect who is giving off all kinds of buying signals ... the kind that make most of us drool. As the reader pointed out, and I confirmed when I saw the spot, the rep never asked for the business. 

It was more like, "Well, we have this available," and, "Keep this in mind..." 

The prospect did everything but say, "How do I give you my money?", but never did take that last step, as many people don't unless we help them along at the very end. 

Fidelity has been a client of mine, they're a customer, and I'm a customer of theirs. I can assure you the fine sales and training folks I've worked with there probably cringe every time they see this ad (which was likely put together by some marketing people).

NO ASK, NO GET

A very simple message this week. One I've hammered home quite often: 

There's a difference between letting someone know what you have available, and ASKING them to make a decision. ASKING gets action, just letting them know what's accessible wishes for the sale. For example, put yourself in the position of the prospect hearing this, 

"And I just want to let you know that we do have several different programs available." 

That's weak compared to, 

"And based on what you told me about your situation, the biweekly Equity Acceleration Program would be ideal to help you cut your interest costs. I have the application and we could complete it today. May I do that with you?"

Naturally, the second one asks for a decision. Don't just throw your desires out there and hope they'll react; be specific and ASK them (or INVITE them) to make that decision now. 

Sure you'll get more no's, but what will you have lost? Nothing. 

Will you get more sales? It's guaranteed. Just ask the people who get the high numbers now. 

ACTION STEP 

Start right now, and make a commitment that you will ask more often, and ask larger than you would have otherwise. Appointments, sales, larger sales, whatever your objective is. Do it for the rest of this week. Don't even pay attention to the no's; those are a given. But reward yourself for simply TRYING, and really dance about the successes.

QUOTE OF THE WEEK 

"Others can stop you temporarily, but only you can do it permanently." John Maxwell

Reprinted with permission from Art Sobczak's "TelE-Sales Hot Tips of the Week."
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