Have you ever noticed that most people do more or less what they are told? This is especially true in any situation where you are unfamiliar with the process of getting over it. I recently took a Yoga class for the first time. They told me what to do from the first minute I walked into that room (of course, it was in a nice tone from a very attractive instructor, so I didn’t care that much). Guess what… I did everything she said. I walked over to the counter on the far side of the room to get my little rug. Then I bought a scented towel. Then I did everything else she told her to do for the next hour.

What is my point and how does this relate to sales? My point is that when you’re going through the sales process with your prospect, they don’t know what the next step is…ever. I see too many vendors continually asking for permission. Can I call you next week? Are you free on Monday? Can we meet on Tuesday? Whatever the question, what is the easiest word to say in English? C’est non”. It’s easy to say no; it means nothing changes and compliance is comfort in most cases. You don’t have to do anything if they say no. So what do you do? Start telling your prospect to do.

Of course, I don’t mean that you’ll be barking commands like you’re training a dog. But instead of “Can I call you next week?” Why don’t we use “I’ll call you next week and we…” instead of “Are you free on Monday?” How about, “I’ll be in your area on Monday, would morning or afternoon be better for you?” There is still a question, but the statement gives the prospect the option to choose Monday and not whether to meet or not. This is a very powerful tool if you can master it and these are just a few examples, but the sooner you stop asking for permission and start telling prospects what to do next, the sooner your sales results will improve…and fast.

The bottom line is this: if you’re a sales professional, then asking permission for anything is something that should never happen. Lead the way with courage and be professional in guiding the prospect to the close and they will appreciate you that much more.

When you hire a sales trainer or coach, make sure they can help you with this technique.