Are you asking for the business?

TL;DR

Ask for the business multiple times to increase sales.

Transcript

[Applause] hey it's Coach Tom Ferry happy Monday welcome to Life by Design your place online for ideas inspiration and how to stay in the right action the question of the day is are you asking for the business are you asking for the business o over the last 45 days I've been out on the road six uh six weeks out on the road talking to people from al... Read More

Key Insights

• Many salespeople only attempt to close once, which is insufficient given the high volume of daily sales messages people receive.
• The top 10% of salespeople close seven or more times on average, significantly increasing their success rate.
• Asking for the business multiple times can help overcome natural sales resistance and increase production.
• The book 'Soft Selling in a Hard World' offers valuable techniques on the basics and fundamentals of sales and influence.
• Using simple closing techniques, like the 'if close,' can significantly improve your ability to secure a sale.
• Salespeople should evaluate and rank their current closing strategies to identify areas for improvement.
• The average person deals with over 3,000 sales messages daily, making them less sensitive to single closing attempts.
• Increasing your closing attempts from one to three can lead to a substantial increase in your sales success.

Questions & Answers

Q: What is the main message Coach Tom Ferry is conveying in the video?

Coach Tom Ferry's main message is the importance of asking for the business multiple times to increase sales success. He emphasizes that many salespeople make the mistake of only attempting to close once, which is not effective given the high volume of sales messages people encounter daily. By increasing the number of closing attempts, salespeople can overcome natural resistance and significantly improve their production.

Q: How does the volume of daily sales messages impact closing success?

The high volume of daily sales messages, over 3,000, that the average person encounters makes them less sensitive to single closing attempts. This desensitization means that salespeople need to ask for the business multiple times to break through the noise and overcome natural sales resistance. By doing so, they can improve their chances of closing a deal.

Q: What closing technique does Tom Ferry recommend?

Tom Ferry recommends using the 'if close' technique, which involves making conditional offers to potential clients. For example, a salesperson might say, 'If I can get you the price you want, would you be willing to spend 15 or 20 minutes to learn exactly how I can do it?' This technique helps to engage the client and move the sales process forward by addressing their specific needs and concerns.

Q: Why does Tom Ferry suggest reading 'Soft Selling in a Hard World'?

Tom Ferry suggests reading 'Soft Selling in a Hard World' because it offers valuable insights into the basics and fundamentals of sales and influence. The book provides practical techniques that can help salespeople improve their closing abilities. By understanding and applying these techniques, salespeople can enhance their effectiveness and increase their chances of securing a sale.

Q: What is the significance of evaluating current closing strategies?

Evaluating current closing strategies is significant because it allows salespeople to identify areas where they can improve their approach. By understanding where they rank in terms of closing attempts and effectiveness, salespeople can make informed decisions about how to enhance their techniques. This self-assessment can lead to more successful sales outcomes and increased production.

Q: What is the difference between average and top salespeople in terms of closing attempts?

The difference between average and top salespeople in terms of closing attempts is significant. While 80% of salespeople only close once, the top 10% close seven or more times on average. This difference in approach leads to higher success rates for top salespeople, as they are more persistent and better able to overcome natural sales resistance.

Q: How can increasing closing attempts from one to three impact sales success?

Increasing closing attempts from one to three can have a substantial impact on sales success. By asking for the business multiple times, salespeople can overcome natural resistance and increase the likelihood of closing a deal. This approach can lead to a significant boost in production and overall sales performance, as it aligns with the needs of today's desensitized consumers.

Q: What role does passion play in sales success according to Tom Ferry?

According to Tom Ferry, passion plays a crucial role in sales success. He emphasizes that while strategy is important, passion is what ultimately drives results. Passionate salespeople are more likely to be persistent, engage effectively with clients, and convey genuine enthusiasm for their products or services. This passion can help build trust and rapport with clients, leading to more successful sales outcomes.

Summary & Key Takeaways

• Coach Tom Ferry emphasizes the importance of asking for the business multiple times to increase sales success. He notes that many salespeople only close once, which is not enough given the high volume of sales messages people receive daily, leading to desensitization.

• Ferry suggests that salespeople aim to close at least three times to overcome natural sales resistance. He highlights that the top 10% of salespeople close seven or more times on average, which significantly boosts their success rates.

• He recommends the book 'Soft Selling in a Hard World' for learning effective sales techniques. Simple strategies like the 'if close' can enhance closing abilities, and evaluating current strategies can help identify improvement areas.