Execute and Ask

[sami]

Understanding Ratios and Numbers
Unlike many salespeople, they do not spend time trying to figure out who to call and who not to call. They don’t pretend to be clairvoyant and divine if someone is a buyer or not just by looking at their business cards or faces. Panhandlers just systematically and consistently approach everybody in their territory. They make the call and deal with the results and the rewards.

Time Discipline
They do not spend a lot of time planning and chinese overseas africa database researching, or any of the other things that seem to consume the prospecting time reps set aside. Once they get to work, they make sure that they have what they need and then spend their time executing rather than rationalizing.

They also do not fool themselves that their “pipeline is full”, “I need to work on what is in the pipe and then I can prospect”, they are never too busy planning and hoping.


They ask for what they want, have a system and process and, they execute. They don’t worry about interrupting or bothering their targets, they just approach, present their value proposition “need to eat,” and ask for the money. If someone says no, they are that much closer to the next close.

I am not suggesting that we become panhandlers, (although I am sure some of the ones on the main streets of Toronto are making more than some sales people in Toronto), but I would encourage everyone to stop and ask why the panhandler can consistently act and execute.How many times do you ask for the sale?
Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for the sale at all?