This past week, during a conversation with Terri Tinker at KNKX, I took the opportunity to share our recent Petite2Queen press release. During the discussion, I jokingly made the comment, “You have to ask or you won’t get a yes.” Her reply struck an instant chord between us. Terri said, “I know exactly what you mean. My grandfather always told me, ‘Don’t ask, don’t get.’” This simple statement bears repeating and posting on your desk.
In sales, as with life, if you don’t ask, you don’t get. Individuals may worry, “Is this the right time to ask for the sale?” If you don’t ask, you’re never going to get a yes. Your clients will rarely ever volunteer it. Leading questions and soft closes are methods of asking, in turn moving the sale forward to the yes. Direct questions that cut to the chase get you an answer and enable you to reframe the dialogue to receive the commitment. You must ask!
“Don’t ask, don’t get” applies to your clients, peers, others within the organization, management, and every aspect of your life. If you don’t ask for additional support or an opportunity to lead, you probably won’t receive it. As adept negotiators, professional sales women are managing the sale internally and externally. Receiving the resources you need, when you need them, is vital to your success. Requesting support and resources is paramount to achieving that success.
It’s so powerful and important, especially for women, to ask. So often, women don’t ask. As an example, I often catch myself not requesting help even when I need it. And because I don’t ask, I don’t receive assistance. You can’t expect others to know what you want or need. They can’t read your mind. Recognize this and accept it. Start actively expressing a necessity and ask for it. You will receive a yes quicker without ambiguity.
With that said, remember not to be overly needy – that gets old fast, and people will start to tune you out. You may even alienate the people you have to work with every day. Set the example by doing what you say you will do. It’s the underlying tone of your professionalism in sales. Then, when you do require something, your co-workers will be much more responsive, as you have already established reasonable expectations.
This statement should be placed, in all caps, where you can see it every day: DON’T ASK, DON’T GET! Ask for the meeting, for the minimal actionable commitment, for resources, for anything and everything. Ask for the sale!
This is absolutely brilliant! Thank you, Terri Tinker, for sharing what your grandfather taught you, so we can in turn share it with our members.
Lynn Whitbeck is the co-founder and President of Petite2Queen. She is focused on identifying and evaluating opportunities for women at work, helping them define their personal roadmap. She dedicates herself to delivering tools and insights, embracing visualization of the big picture, and identifying and implementing the minutiae of detail. Lynn aims to share lessons learned along her journey and enable positive uplift for women.