June 2012: Issue #116

Ask Tell Ask: Loral Explains Her Proven Pitch Method

Loral: Ask Tell Ask brings sales back to what it really is… and that is service. It’s all about discovering someone’s needs and “shutting up” and listening to their needs and what they really want. If you can listen and have a basic conversation about yourself, you can Ask Tell Ask.

Diane: So the purpose of the first Ask, is that to discover needs?

Loral: Yes, but you are doing more than that. You are looking for anchors, things you can come back to later in the conversation when it’s time to Tell. When you Tell, you are going to want to be very specific about what you do. I teach that in 3 Days to Cash. There’s a number of Dos and Do Nots here that I teach. The core of it to be very intentional in what you are saying.

Diane: So do you just go straight through or do you go back and forth a little? Is it really like a conversation?

Loral: This IS a conversation. You are talking to your customer. You are getting to know them. You are getting to know their needs, goals, dreams, ambitions. You won’t know how to serve them or what to Tell at all if you don’t Ask and listen closely.

Diane: So what is the third ask, then?

Loral: You have to ask for the cash. As some of the old sales trainers would say, “go for the close.” But it’s more than a close because you are opening up a relationship here. So Ask for the cash and then if there is an objection, you go back to your anchors. Seek understanding. Find common ground. Ask for the cash again and you will get it.

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