Sales Courage: “Would You Like a Kindle with That?”

I was buying a New York Times at the airport yesterday and the cashier asked, “Would you like a kindle with your purchase today?” “A Kindle?” I asked. “Do you mean a Two Hundred something Dollar kindle?” “What an upsell!” I replied, “Does any one take you up on that?”

“Oh, about one out of fifty,” she said, “but I’ve sold ten since I started!”

That reminded me that if we don’t ask we don’t get. I remember reading a report last year that showed that less than 50% of all salespeople ever asked for the order, let alone a proportionately large order. So why is that? Asking for the sale takes courage and the ability to handle rejection. But, after all, courage is a fundamental trait of all great salespeople.

My mentor once told me, “The question you’re afraid to ask is always the question you must ask.” Levitin Group Sr. Trainer and Consultant, Terry Ferara adds, “No doesn’t get any no-er than no. You can either hear no now or at the end of your presentation.” Better now while you still have time to overcome the objection.

I always make it a habit to ask the customer to buy early and often. A simple, “Do you want one yet?” goes a long way. If they say no, simply ask why; and if they say yes, well, we know the rest.

Pose the difficult questions. Simply ask, “Would you like a beachfront villa with that Pepsi!?”