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About Fear of Asking For The Sale

Fear is what causes the act of asking for the sale to be so difficult for some people. It can be fear of rejection, in which case the salesperson feels he/she is personally being rejected if the prospect say, “No.” With a “No” response the prospect is really saying “I don’t yet see a reason to part with my money. Tell me more.” The “No” has nothing to do with personal rejection.

Another fear is a fear of being perceived as pushy. The salesperson who is afraid to ask for the sale is thinking of a time (or times) when a particularly bad salesperson has tried to badger him/her into purchasing. The sales person afraid to ask for the sale wants to be liked, and thought well of by the prospect, and fears being rejected because of being too pushy.

There is a book called The Flinch written by Julien Smith. Flinching is what people do when suddenly frightened by an object moving towards their eyes. Prizefighters, be they boxers or Mixed Martial Arts fighters must learn not to flinch when a punch or a kick is coming at them. In order to block the blow, they must keep their eyes open and block.

A flinch in real life is what happens when one procrastinates and doesn’t take action because of fear. The Flinch book gives readers several exercises to help its readers overcome everyday fears that get in the way. It is an excellent book.

The Flinch is only available as an Amazon Kindle book. One does not need to own a Kindle reader device to read it, because Amazon gives away a free Kindle Reader software for smart phones, tablets, and computers.

:-Don

 

Larger Containers Let Customers Know They Can Increase Their Order

Larger Containers Let Customers Know They Can Increase Their Order

4 Containers. Add 2 More. It was another aha marketing moment at the grocery store. In the “The 7 Fastest Ways…” marketing course I tell a story about a photographer who created a $20,000 wedding photography package. If  a customer should happen to purchase this “whopper” package, I believe the photographer and her husband takeContinue Reading

How To Us QR Codes – The Mobile Phone Barcode

How To Us QR Codes – The Mobile Phone Barcode

A QR code is that small square with a bazillion dots printed in it, that when someone points a smart phone at it, it gives that person a message from you. I’m going to take a couple minutes to talk about them here, because QR codes are another means for your client to capture customerContinue Reading

Build Business – How To Lead Customers Anywhere

Build Business – How To Lead Customers Anywhere

Professional public speakers use a simple tactic to control an audience, and you can use this same tactic to gain control of customers and potential customers. While the tactic is simple, and you can learn it in just a few minutes, this tactic is powerful, and comes with a serious caution. I will explain… ItContinue Reading

Quiz – Embarrassing Business Questions

Quiz – Embarrassing Business Questions

I am embarrassed. Some years ago, actually 1986 I was failing. I mentioned it in the video on the website. I never felt so worthless as I did then. It is what caused me to dedicate the past 25 years to acquire an in-depth knowledge of marketing – marketing that saved my butt. At theContinue Reading

My Saturday Morning Ah-Ha For Your Business!

My Saturday Morning Ah-Ha For Your Business!

Weird how this came to me. Our  Saturday ritual – up early, quick shower, and off to the grocery store. Nothing very exciting in that. But somewhere between our house and the grocery store, we made a stop for coffee, and I had a true “Ah ha” moment, an amazing business revelation. Keep reading, becauseContinue Reading

Why Does Asking For The Sale Seem So Difficult?

Why Does Asking For The Sale Seem So Difficult?

Why does this seem so difficult? You already know that to ask for the sale is called the close. The close is most important, yet it is where many business owners fall short. They don’t ask the customer to buy. Instead they wait, hoping the customer will somehow, magically say, “Yes” to making a purchaseContinue Reading

First a very quick story…

The time of year – winter. The location – a ski area in Park City, Utah. I am riding a chair lift while seated next to a stranger. He and I are chit-chatting about the weather, the sunny day, and the wonderful snow…when suddenly he says to me, “And what do you do?” I say,Continue Reading