always put a why behind your ask

A LW AY S P U T A W H Y B E H I N D Y O U R A S KP R E S E N T E D B Y B R A N D O N S C H A E F E R

Presented by Brandon Schaefer

A LW AY S P U T A W H Y B E H I N D Y O U R A S K

• Never ask for anything from a client without putting the WHY behind your ask.



• For example… “I’d like you to stop over to our showroom to see [insert your topic] because it will improve the way you currently do [insert their job] task.”



• Setting appointments and selling what you have to offer isn’t rocket science here… it’s just about adding value to a current situation… it’s that simple.



• The more you try and get tricky with your sales approach, the more you’re only going to trick yourself out and end up with nothing.



• This is why your approach needs to be simple, direct, and straight to the point.



• Let me explain two different real life scenarios below, and then you decide which person is going to have the better results.



• In the first example, a panhandler on the street holds a broken Dunkin’ Donuts cup in his hand and has his head facing down towards the ground. He doesn’t have a sign, he doesn’t look anyone in the eye, and he just expects people to drop money in his cup.



• In the second example, a panhandler further down the street on the same block, is standing up, has a cardboard sign that says something like, “down on my luck, trying to get money for food,” and is looking people in the eye and actually communicating with them.



• At the end of the day, from reviewing the two short examples above, which panhandler do you think will have the better results?



• It’s not hard to figure out, clearly the one that has the sign and is putting the WHY behind his ask, is going to have the better results.



• The same ‘put the WHY behind it’ theory holds true for sales reps, regardless of what you’re selling.



• People want to know WHY it’s important that they buy something, or WHY it’s important that they take action on what you’re offering.



• If you don’t put the WHY behind what you’re selling, people are never going to know the importance of WHY they need to do it. If you ask someone to sign paperwork before a certain date, explain WHY… maybe you have a promotion or rebate that expires by that date… simply let them know.



• Here’s another example of how the WHY works… a Girl Scout knocks on your door and says, “will you buy Girl Scout cookies from me,” and then sits there with a sad face… what do you do?



• Then… ten minutes later a different Girl Scout knocks on your door and says, “will you buy Girl Scout cookies from me because I’ve sold 50 boxes already and if I sell another 10 more I get to order the book I’ve been wanting to read for free.”



• How many boxes of cookies do you think you’re going to buy… you guessed it… probably the 10 boxes she needs to get the book.



• I’m sure you get the idea by now… it’s all about the WHY in sales. Listen, if you don’t believe me or your doubtful of what I’m saying, try putting the WHY behind your ask for a few weeks and then report back to me with your findings.



• I’m sure you’ll be pleased with the results. Now that you know this information, take it and actually put it into action and do something with it. Without action, nothing is going to change, I can assure you of that 100% without a doubt.



• As always, my team, as well as myself, are here to help, just open up a support ticket with us, or call 1-888-370-9917 anytime, and one of our team members will get you setup in the right direction.

B R A N D O N S C H A E F E R

Thank You

always put a why behind your ask

Sales