My very first sales manager told me that seven out of 10 salespeople never ask the customer for the order. I thought he was nuts and using that funny stuff rappers like to smoke. I mean, how in the world could a salesperson not ask for the order? I couldn’t fathom the thought.
When I started to work with and train salespeople myself, I learned my sales manager was not delusional; in fact, he was right on point. Most salespeople do not ask the customer for the order. Oh, they think they do, conning themselves into believing questions such as “What do you think?” are the same as asking for the order. They hide behind the ever-lifeless closing statement, “So, do you have any questions?” as a way of protecting their egos and to avoid hearing the deal-shattering word, “No.”