The last two weeks I have been waiting for an answer from a potential client on a large piece of business. While playing waiting game I have been thinking a lot about sales process. I realized I have not been turned down much lately. Before I got too excited I also realized I had not been asking for business much lately either. My excuse was I had been busy with speaking, coaching and writing assignments and had taken my attention off generating new business. Ask yourself, are you asking for business often enough? Are you too busy delivering your product or service this month that you have not been thinking about what business you will bring in next month?
If this rings true for you that would be about normal. Being busy is an excuse. The truth is it is easier to stay busy with any project than risk rejection. The biggest reason we do not ask for business, try to close sale, or insist on taking an order, is because we do not want to be rejected. Especially if what you are selling is you. Think about it, you can sell 100 raffle tickets for your child's school, sell chocolate bars for your church, or ask people to write a check for a good cause, but when it comes to asking people to give you a check, a big check how do you do?
Often we do not ask because we project in our mind that answer will be no, and for most people our biggest fear is rejection. Sure, it can be scary to get turned down. Here is an important secret though, more you do it easier it gets, and less scary. To be successful we have to embrace rejection, know it is a part of process of getting what we want, it must not be avoided instead it must be sought out.
This is not easy to do, in business there is always plenty to keep us busy or shall I say plenty to distract us from what is one of most important aspects of business- selling. Instead of selling people will do just about anything, schedule meetings, organize their desk, respond to emails, take a longer lunch, go to a networking event, even write articles. While all these things are helpful to success of any business they are less of a priority than task of selling. Selling, let us define for our purposes as process of qualifying prospective clients, identifying their needs, presenting our product to them and closing business. This process must be completed with each potential client for any selling to be successful. To stop anywhere in process is a waste of time.
Being successful in business is result of finding enough of right people and asking them to buy products and or services they need from you. If you are not asking you can not get agreement to provide them with products or services.
If you realize that every no is closer to a yes and you are ready to embrace rejection, here are some things to do to help you start asking more.