I teach my clients to ask for the business systematically, to pivot to the sale, to close the deal.

 Because frequently, we do all of the work in the sales process except we do not ask for the business.

 Why not?

 I ask my clients this question during our projects, and here is what they say:

 Fear. Of rejection, mostly. But also of losing the customer entirely, if they are already buying other things.

 Also, fear of offending. We are careful of offending them.

 Fear of being too bold. What if we turn the customer off?

 Fear of taking their time. They’re busy.

 What are these fears? They are irrational. They hurt us and the customers, who wish to be helped more by us, but are unable to buy more because we don’t ask for the sale, and we don’t give them anything to say yes to!

 These fears are irrational, but they are powerful. Stronger, even, than helping our customers more and bringing more money home to our families. The fear of losing the customer is stronger than the desire to provide a better life for our family.

 We must shine a light on these fears. We must be aware of them, and know them, and understand that they exist only in our minds. Your customers have been with you for years for a reason. They love working with you. Your prospects deserve to benefit from the same value that your customers love.

 Your customers want to buy more from you, but they cannot, because we are irrationally fearful of asking them to do so. This costs us and them.

 The only thing we should fear, then, is not asking for the business!

 Want to teach your people to ask for the business systematically? Call me at 847-459-6322 or reply to this email.