Every Monday morning, Peter King of Sports Illustrated publishes an online
recap of the previous NFL Sunday called, “Monday Morning Quarterback –
MMQ.” This is required reading if you’re an NFL football fan, and even if
you’re not, it’s entertaining and filled with great insights.
In last week’s edition (10/2/11) I read this brief story in his Travel
Note of the Week section and it inspired today’s article on getting bigger
sales. Here it is:
“Friday morning, 5:09 a.m. Back Bay Train Station, Boston. Man sitting
with a blanket outside the front of the station said to me, “Sir, do you
have five dollars?”
“Uh, well, I can give you a buck,” I said.
I reached in my pocket, took out two ones and handed them to the guy.
“Don’t have a five, huh?”
“I’m sure I do, but I’m giving you two.”
The guy grunted and gave me a withering look, and we both went about our
day.”
As soon as I read that article, I thought about how great a closer the guy
with the blanket was. If he hadn’t asked for more – $5 here – he would
have gotten just the one dollar Peter was going to give him. But because
he asked for more, he got DOUBLE the money he probably would have gotten!
This is the power of asking for more, and this is what you should be doing
in your sale as well.
Whatever you’re selling, you should be asking for the premium membership,
the biggest bulk quantity, the policy with all the bells and whistles,
etc. Even if you don’t get it, you’ll often get a lot more than you would
have if you started lower.
This is without a doubt one of the easiest ways of making more money,
increasing your sales and becoming a top producer. Remember, your
prospect is sold on your product, they’re in the buying arena, and they
have their check book out. There is no better time of making MORE money.
And all you have to do is ask for it!