Q. I feel uneasy asking for the order more than once on a call. What can I do to overcome this?A. This can be due to several factors. Ask yourself these questions:
1) Do you believe your prospect is better off with your product or service?
2) In general, are you a fairly assertive person?
3) What does "no" mean to you?
4) What do you do after you get a "no"?
Somewhere you have a mental block about asking for the order. The above questions should give you a pretty good idea as to why you have the block. The key is to believe in your product and to make sure you are educating the prospect as to why she needs your product. After you receive a "no", you have to give some new information that shows the prospect why it is in her best interest to act. Once you addressed the "no" answer by giving new information and educating the prospect further, the conversation has changed such that the prospect has a new perspective from which to approach the buying decision. Thus, you ask for the order again.
The bottom line is: if you believe in your product and believe the prospect needs your product, you owe it to her to further educate her, overcome her objections, and continue to ask for the order until she has your product and is thus better off.
