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It is wise and acceptable to use a criminal background check to eliminate any candidates with a criminal record prior to getting to final interviews when hiring.
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Home Insider Blogs Lisa Trosien's Blog Take It From Me: Don't Ever Be Afraid to Ask for the Sale
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Jan 07
2010

Take It From Me: Don't Ever Be Afraid to Ask for the Sale

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Posted by: Lisa Trosien on Jan 7, 2010 18:37

Please. Don't ever be afraid to ask for the sale.

So many Leasing Professionals and salespeople don't ask for the sale because they are afraid of rejection. And I truly understand that; I do. And to show you how much I understand it, I am going to share a very personal story with all of you that taught me a wonderful lesson.

Years ago, before I realized I had a bit of a 'gift' for sales (ask anyone; I'm a really good salesperson), I was dating a man whom I adored. We had been going out for about three months and ladies, I decided I was going to spring 'the L word' on him.

I had been at a cookout at his home and he had walked me to my car. As we stood there, my arms around his neck, his arms around my waist, on a warm summer night, I took a deep breath and said 'it' to him. Here's how it went:

Me: "I love you".

Him: (silence)

Me: (stressing out a little bit, wondering if I should repeat myself)

Him: (slowly and with great hesitation)..."I love my Mom. And I love my dog. But, I don't love you."

Me: (amazingly enough) I laughed out loud. 

Here it was: a moment in my life where I thought I'd found 'the guy' and I'd done the unthinkable and used 'the L word' first and he basically tells me I come after his Mom (I can accept that) and the dog (say what?). All I could do was laugh.

I had made such a big deal over this moment and it wasn't really a moment at all. It was something I wanted and needed to do and I did it. And afterward I realized it wasn't really all that important that the feelings were reciprocated. It was that I had the courage to share my feelings. And I figured he'd come around.

Now, some of you are probably thinking, "What the heck does this have to do with asking for the sale?" Well, a lot of you DON'T ask because you're afraid of rejection, right?

Think about it:  if the prospect says, 'no' or 'I need to think about it', they aren't rejecting YOU. They are rejecting the sale at that particular moment.  Doesn't mean they won't buy from you at some point. Doesn't mean they don't like you.

So do it! Ask for the sale! And if you have the slightest hesitation, think of me coming in second to Duchess, the Golden Retriever, and you'll know you can finish ahead of me.

 


Comments (11)Add Comment
1013
written by Tara Smiley, January 08, 2010
Lisa, after asking for the sale and realizing it was no big deal to do so... you did evict him, right?
Great story to go with the advice.
Had me laughing in the office this morning.

smilies/smiley.gif
256
written by Lisa Trosien, January 08, 2010
Hi Tara!

Glad it made you laugh.

And of course I didn't evict him! But I did go on to date him for eight years.

LT
1973
written by Blake Ratcliff, January 10, 2010
This is so on the marks. Taking it one step further, until you ask, you often haven't begun to figure out what is needed to close the deal.

I write a lot of material on due diligence and for owners and operator considering buying communities this is perhaps even more true.

Blake Ratcliff
http://multifamilyduediligence.wordpress.com/
62
written by Brent Williams, January 13, 2010
What a story, Lisa! I like the concept of doing "No" training. For example, do a role playing scenario where one person is the leasing consultant and the other person is the prospect, and have the prospect continually say "no" while the leasing consultant has to be more and more creative in finding the right "buy signal". It could increase listening comprehension, adaptive thinking, and also get the leasing consultant to actually get used to hearing the word "no" without having negative connotations with it.
256
written by Lisa Trosien, January 13, 2010
Hi Brent!

The truest stories are always the best, aren't they?

Love, love, love the idea of "no" training. Can I use that in my next leasing class next week?

Thanks, as always, for your comments.

LT
62
written by Brent Williams, January 13, 2010
I would be honored, Lisa! Have at it!
2917
written by Kelly Martelli, January 14, 2010
I attended a leasing seminar many years ago and the following concept made a tremendous impression on me. I don't remember it verbatim but the gist is essentially...

You have both the right and the obligation to ask for the sale. The right because your customer initiated the relationship and the obligation to him/her if you believe that you have what they need (the solution to their "problem"). And, an obligation to the owner because they are paying you to get leases.

I'm not doing it justice but you get the idea.
256
written by Lisa Trosien, January 14, 2010
Hey Kelly!

You are SO RIGHT! You owe it to the prospect to ask for the sale. I just recently bought a new car; old one had 135,000 miles on it and was just too expensive to keep.

The salesman we saw NEVER asked us to buy the car! NEVER. And he did one follow up and it was only via email, asking us if we had questions about the vehicle. And get this...we got the email AFTER we'd bought the car from someone else - someone who asked us to buy.

Amazing these days what passes for 'sales', isn't it?

Thanks for your comment!

LT
2917
written by Kelly Martelli, January 14, 2010
It sure is! I have to say, I was so sure that at the end of your story you were going to say that you ended up marrying the guy. Apparently not. :-)
256
written by Lisa Trosien, January 14, 2010
Kelly:

You are so astute. I was engaged to him and things just didn't work out. He's a lovely man, who is happily married with three beautiful children. We don't stay in contact, but I know he's doing well. We are from the same home town, so it's hard not to 'keep up'.

I've told my kids that story before. I always say, "Never be afraid to go for it!". The worst they can say is 'no' and that they love their dog and their mom and not you! smilies/smiley.gif

LT
827
written by Robert Garcia, January 15, 2010
Lisa,

In Seth Godin's soon to be released book, Linchpin, he talks about how our reptilian brain keeps us from doing things that we perceive may do us harm (rejection). I would recommend you read it, for I know it will be something that you will recommend. Having watched you speak 15-20 times, one of the things I get from your talks is that it is better to decide to do something versus being stagnant. Asking for the sale is doing something. Plus, as an old manager once said to me---no one ever died asking for the sale.

As far as your love life---I can tell you that the fellow loved you. Eight years shows that he loved(s) you, he just did not know how to say it with words.
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