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Casual Articles - Asking for the Sale
Another one of those pharmaceutical sales interview questions that can take you into "deadly territory" are any questions that force you to respond to a negative scenario, such as the following:1. "Why were you fired?"2. "Why did you receive such a poor performance rating on your last review?"3. "Why were you laid off?"4. "Why have you been out of work
“How about Conroe Inc.?”
“I know what you’re driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, you know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for
"Salespeople spend 79 percent of their time doing things other than selling or prospecting. The actual time spent selling averages 11 per cent." Source: Sales and Marketing ManagementI was blown away when I read this statistic.How many people today, regardless of profession, can use 11 per cent of their capacity and survive? Perhaps this explains the high mortality rate in the sale arena where we do battle every day.
The world belongs to the askers. – Brian Tracy
“I’M going to read aloud the names on your customer account list and then I’m going to ask you some questions about each one. I’ll probably be stepping on your toes a little bit. Are you ready?”
“Sure,” I said. I was in the office of my manager, Bill Smith. He’d hired me from a competitor, given me an outside sales position and expected immediate results. I’d been with the company three months without much to show for it and Bill was getting a little impatient for me to perform. Hence, the heart-to-heart talk we were having to shed some light on my lackluster performance.
“Okay,” Bill continued. “Here we go. American Industries. How much do you think they spend a month for electrical supplies?”
“Uh. Well… probably about $5000.00.”
“You sold them $379.00 last month.”
He looked at me and I looked at the floor.
“Okay. Next. Triple A Electric?”
“About $7500.00”
“Mm-hmm. You sold them $489.00. Next we have Barton Construction.”
“Well, they’re pretty big. They probably buy around $20,000 a month.”
“You sold them $1122.00. Congratulations. It seems to be the only account in which you’ve broken $1000.00.”
“Thanks.”
“That wasn’t a compliment.”
“Right. Well, I see your point.”
“How about Conroe Inc.?”
“I know what you’re driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, you know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for
“TRY BEFORE YOU BUY”One of the key reasons why people leave is that they are not suited to a particular role or company and are looking for a more suitable position.ALL of the following are win-win scenarios where both the candidate and a business get to test out whether they are the right fit for each other or not.1. Temp to permTake staff on a temporary contract with a view to it becoming permanent (s
“Okay,” Bill continued. “Here we go. American Industries. How much do you think they spend a month for electrical supplies?”
“Uh. Well… probably about $5000.00.”
“You sold them $379.00 last month.”
He looked at me and I looked at the floor.
“Okay. Next. Triple A Electric?”
“About $7500.00”
“Mm-hmm. You sold them $489.00. Next we have Barton Construction.”
“Well, they’re pretty big. They probably buy around $20,000 a month.”
“You sold them $1122.00. Congratulations. It seems to be the only account in which you’ve broken $1000.00.”
“Thanks.”
“That wasn’t a compliment.”
“Right. Well, I see your point.”
“How about Conroe Inc.?”
“I know what you’re driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, you know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for
Gantt charts are useful tools for analysing, planning and controlling complex multi stage projects.Gantt Charts can:Assist in identifying the tasks and sub tasks to be undertakenHelp you lay out the tasks that need to be completedAssist in scheduling when these tasks will be carried out and in what orderAssist in planning resources and needed to complete the project,Assist in working out t
“Okay,” Bill continued. “Here we go. American Industries. How much do you think they spend a month for electrical supplies?”
“Uh. Well… probably about $5000.00.”
“You sold them $379.00 last month.”
He looked at me and I looked at the floor.
“Okay. Next. Triple A Electric?”
“About $7500.00”
“Mm-hmm. You sold them $489.00. Next we have Barton Construction.”
“Well, they’re pretty big. They probably buy around $20,000 a month.”
“You sold them $1122.00. Congratulations. It seems to be the only account in which you’ve broken $1000.00.”
“Thanks.”
“That wasn’t a compliment.”
“Right. Well, I see your point.”
“How about Conroe Inc.?”
“I know what you’re driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, you know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for
There's a few days left before the promised fund raising event. You've properly prepared for that day taking into consideration almost everything that you could think off. The only thing to do now is wait and see if the event will be successful of not. The suspense is killing you. But what if things did not push through as planned? What if there was a low turnout of people? What if…? What if…?It's not always good to base
“Well, they’re pretty big. They probably buy around $20,000 a month.”
“You sold them $1122.00. Congratulations. It seems to be the only account in which you’ve broken $1000.00.”
“Thanks.”
“That wasn’t a compliment.”
“Right. Well, I see your point.”
“How about Conroe Inc.?”
“I know what you’re driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, you know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for
Publications come in so many different forms. They are designed to meet the different interests of the people. And one of the most popular types of publications is the magazines. Generally, the magazine is classified into four types: trade magazines, scholarly magazines, sensational magazines and popular magazines.Let’s analyze the essence of the magazines and why are they important in the society. Magazines serve as the ba
“How about Conroe Inc.?”
“I know what you’re driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, you know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for an order?”
“Well, yeah. Sure, I do. I think so. I mean, don’t they know that’s why I’m there?”
Bill held up my account list and shook it. “Apparently not!”
He paused to let that sink in, and then he said something that has placed more dollars in my pocket than any other single piece of advice.
“Mike, you have to ask for the order!”
That conversation with Bill Smith took place over twenty years ago, but I’ve never forgotten it or the impact it made on my sales performance. I know that some of you reading this will be saying, “Well, duh! Any fool knows that!”
But, traveling with other reps, I’ve seen too many make the same mistake I was making over twenty years ago. And, just as I did, they think they are asking for the order. But, they’re not. Instead, they are saying things like:
“Thanks for the business.”
Or
“Well, call us if you need anything,”
Or, even worse,
“You don’t need anything today, do you?”
And that’s not the same thing as asking for the order.
Only asking is asking.
Asking for the order clearly places in the customer’s mind the idea that you are there for business and that your livelihood depends on that business.
TURNAROUND TIP: Practice asking. Go into a convenience store and ask directions. If you r
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