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Ask for the Order!

Cover of Ask for the Order!

Ask for the Order!

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In business, nothing happens until a sale happens. Delivered to acclaim for many years, the ASK (Attitude + Skills + Knowledge) sales process is easy to understand and gives you the competitive advantage you need in business. ASK for the Order! is a useful refresher or introduction to the sales process.

The key to successful sales is communication. This means conveying a specific message and listening to a client's needs. This may seem self-evident but, in my experience, most sales personnel miss the point. They try to sell features of a product without identifying the precise needs of the client and how their product or service actually meets those needs and provides real benefits. They simply do not focus on adding value.

People buy only two things and two things only, with NO exceptions. They buy solutions to problems and / or good feelings. By identifying which of these is the client's primary buying motivation, you will be in a much better position to address the client's needs and offer true value.

When you have completed the sales process competently, your prospects will exhibit buying signals. Use your intuition. When you feel that the time is right, simply ask your prospect for the order – straight out, without any confusion. And, when you have asked for the order, then stay quiet.

In business, nothing happens until a sale happens. Delivered to acclaim for many years, the ASK (Attitude + Skills + Knowledge) sales process is easy to understand and gives you the competitive advantage you need in business. ASK for the Order! is a useful refresher or introduction to the sales process.

The key to successful sales is communication. This means conveying a specific message and listening to a client's needs. This may seem self-evident but, in my experience, most sales personnel miss the point. They try to sell features of a product without identifying the precise needs of the client and how their product or service actually meets those needs and provides real benefits. They simply do not focus on adding value.

People buy only two things and two things only, with NO exceptions. They buy solutions to problems and / or good feelings. By identifying which of these is the client's primary buying motivation, you will be in a much better position to address the client's needs and offer true value.

When you have completed the sales process competently, your prospects will exhibit buying signals. Use your intuition. When you feel that the time is right, simply ask your prospect for the order – straight out, without any confusion. And, when you have asked for the order, then stay quiet.

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  • From the cover

    Over the years, I have been interested in the sales process. As I managed sales teams, I wondered how certain individuals consistently outsold their colleagues without any major apparent difference in effort. In fact, it appeared that the most successful sales professionals achieved their astonishing results without any obvious extra effort at all. It was as if they had a gift for successful salesmanship. But successful sales professionals are not gifted; they are organised. They follow a process and work on developing their application of this process. This is the secret of their success.

    As I studied the sales process in greater detail, I learnt that the process itself was simple. Many sales trainers overcomplicate the process to such an extent that it ceases to be effective. My interpretation of the sales process is one that is easy to adopt, easy to use and, crucially, easy to understand. It comprises of three sections, each an essential element: Attitude, Skills and Knowledge.

    I have delivered the ASK© sales programme to much acclaim for many years. This ebook explains how it works and, if followed, will make anybody from any background or discipline into a competent sales professional. It is essential reading for anybody in business or considering going into business because, as I outlined earlier, in business, nothing happens until a sale happens.

    ASK = Attitude + Skills + Knowledge.

    In this ebook, I will cover in detail the two critical elements of this programme: Attitude and Skills.

    Knowledge refers to your knowledge of your own:

  • Product or Service.

  • Industry.

  • Competitors.

    You – and you alone – hold responsibility for developing this knowledge. This is the first rule of professional and successful sales: You must have total and complete product knowledge. You simply cannot compete without developing comprehensive knowledge about your product or service, the industry within which you operate and what your competitors are up to.

    Developing the Attitude and Skills disciplines, in conjunction with your commitment to developing full product and industry knowledge, will give you a competitive advantage when it comes to the sales process and help you to become a successful sales professional.

    The principles contained within this ebook have been proven to work over many years. I have trained thousands of people all over the world with considerable success. It works. It worked for them and it will work for you, too. All you need to do is commit yourself to the ASK sales process.

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    Oak Tree Press
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