Client & Individual Testimonials
Informative and Inspirational
I wanted to let you know that I really enjoyed the training today. In my 8 years at Fidelity, I can honestly say that was the BEST training I have ever attended. I found your speech very informative and inspirational, with tools that can be used in my professional and personal life. Thank you for the wonderful experience.
Wajid Fidelity Investments October 25, 2010
Thank you for arranging the presentation by John Baker. It was outstanding – the best of its kind I have ever attended! His humor and straightforward approach certainly come through in his book. I appreciate… such a worthwhile presentation. We will remember this one for a long time.
Aurelia Fidelity Investments October 25, 2010
Addicted (in a good way)
I can’t stop using it. It’s like I’m back in 9th grade when I took a typing course and couldn’t speak without picturing how to type out the words I was saying in my head. Same thing with the Asking Formula. Leaving voicemails, typing emails, and even in making plans with my wife – I’m finding I can’t stop trying to use the formula. So far, so good.
Mike Infor (Lawson Software) March 21, 2011
I wanted to send you a quick email to let you know how much I enjoyed the training session you conducted yesterday here at SkillPath. I have been using the Asking Formula worksheets during my conversations with my clients and prospects. The combination of using the worksheets and the knowledge I gained from your session have led to more strategic, valuable, and productive opportunities.
Kelley SkillPath Seminars April 25, 2012
Part of Sales Culture
I wanted to thank you, once again, for your time and talent in sharing “The Asking Formula” with my area sales team. Your message was well received and has become part of our sales culture. I have also noticed a significant change in our sales professionals asking and listening skills.
The debrief session and follow-up discussion following the meeting showed us your active involvement in the success of our business objectives. All in all, this was very valuable to my organization. I wish you great success in your future endeavors and thanks again.
Anonymous June 27, 2012
Works at the Firm and at Home
I have given out the 3 extra copies (of your book) to others for reading… and getting great responses/reviews. Besides myself making the application, two colleagues have already been using the formula with proposal writing and interviews for more work. Your concept has also been effective with family scenarios – it literally helped a mom get her daughter admitted to the National Honor Society via a letter of appeal that she wrote. The daughter learned plenty through the exercise as well.
It has been an effective aid for application of other principles such as “The 7 Habits of Highly Effective People” (Steven Covey). Now that I’m getting the skids greased I will be lobbying for more exposure with others in the company in the near future. I think this training could be a big help to those who are struggling with procuring more work, overall.
Doug Fishbeck, Thompson, Carr & Huber, Inc. May 8, 2014
Winning More Business
I walked away with a solid understanding of how to apply your formula to win business. I ended up reading your book from cover-to-cover on my flight home to NJ and then discussed it over breakfast on Saturday with my husband (a Sales Manager looking for his next good read), so clearly it’s being put to good use! I can’t wait to close more business using your method. Thanks again!
Suzanne United Scrap Metal Buyers and Recyclers May 13, 2014
Provided Significant Value
John Baker recently gave a presentation to ANCORA, an executive education program based in Southwest Florida. It was excellent. John’s interactive presentation style added even more value. Also, as a Vistage Chair since 1996, I have had the opportunity to host over 200 speakers and John is among those that I evaluate as providing significant value.
Barbara Vistage October 22, 2014
Well Received… Part of our Sales Culture
I wanted to thank you once again for your time and talent in sharing “The Asking Formula” with my Area sales team. Your message was well received and has become part of our sales culture. I have also noticed a significant change in our sales professionals asking and listening skills.
The debrief session and follow-up discussion following the meeting showed us your active involvement in the success of our business objectives.
All in all, this was very valuable to my organization. I wish you great success in your future endeavors and thanks again.
Bryan Republic Services, Inc. June 8, 2016
Great (via Vistage Executives)
Great engagement – outstanding delivery and interaction with members. Many said it was best in 7+ years! Kudos!
Great humor combined with great info.
Great presentation and fantastic energy. It is hard to teach something in 3-4 hours and get the audience using it by the end of the presentation – John did a great job.
Great speaker. Totally relevant.
Vistage Executive(s) www.vistage.com August 1, 2016
It is really helpful when a speaker presents one or two ground breaking ideas/thoughts that can be applied to real world business situations right away!
Outstanding! Best speaker we’ve had since I’ve been in Vistage. Top Shelf!
Very engaging and applicable – loved it!
Without a doubt this individual is the best, most relevant speaker. Outstanding. Cannot imagine anyone better.
August 1, 2016
Wasted No Time in Implementing
I wasted no time in implementing the strategy into my role. I’ve been actively trying to fill an open position on the west coast and have had to go through the agonizing process of reviewing unqualified resumes. I also have a former Horton employee (in good standing) who has expressed interest.
So, I had a Friday morning meeting with our VP of Human Resources and the very first thing I did was hand her a copy of this fellow’s resume and said, “I’m asking you to fast track this resume and get this guy aboard”. Before I could even get to my 3 Best Reasons (I was ready for that) she said, with a slight hesitation, “Alright”.
This definitely made me a firm believer in the method.
Tom Horton, Inc. September 3, 2016
I want to convey my gratitude. My previous employer provided The Asking Formula to all of us.
While the sales team had interest, the technical staff took the lessons to heart. So many of them are not experienced with soft skills and stumble when communicating their needs. Using The Asking Formula everyday reduced the wordiness of their requests. This gave them credibility which is what the all really wanted.
Now that I am a full time entrepreneur, The Asking Formula a great tool I continue to use. I send copies of the book to friends, family, and my vendors so we all have clear communication.
Thank you again for the great program
Andy February 15, 2017
John, this book is fantastic. I just started with a new company as an inside sales rep. In my new role, I am making a lot of outbound sales calls (which is completely new to me).
It has been a bit overwhelming trying to learn the “art” of sales calls. I read this book last night and it immediately became clear to me that I was overthinking my entire approach. Such a simple and effective formula. I tried it out when I got to work today and… BAM! Landed an appointment on the first call. THANK YOU!
Shana November 11, 2017
“Wise Asks” are anecdotes and success stories as shared by workshop participants, communication enthusiasts, and individuals with sage asking behaviors.
I learned how to ‘shut up’.
After creating my “Ask” plan, I was ready to meet with two large pharmaceutical manufacturers and distributors. I went into these meetings confident in my plan, but a bit shaky on how it would be perceived. After detailing my “Asks” and “Best Reasons,” I did what is hardest for me or any salesperson to do: I shut up. The pause allowed them to: Mull over my tasks. Assess my three reasons for each ask. Respond with narrowly focused and well thought out questions (unencumbered by continuous chatter on my part). Conclude that they should do business with our company and immediately send a contract over to us for review. Your plan worked to perfection (I will allow myself a modest amount of credit – I was, after all, wearing my lucky tie). I will continue to use this approach because it works. Thanks for your help!
Jason Atlas Capital Partners April 9, 2013
3 Best Reasons to Persuade an Employee to Stay
I used three “Best Reasons” to encourage an employee to stay with my team. I/We want you to remain with the company – You said that one of your concerns is that your “boss” and mentor is retiring in 1 year – he is not retiring for 5 years. You said your income is at the top of the earning scale for a tool maker and we can offer you greater opportunity and income as a successor to your “boss.” In addition to income, we are able to offer you further leadership, design and other training that you may require to be the successor. He stayed – I intend to use your process frequently.
Anonymous November 19, 2013
Practice Makes Perfect
Last week we as a group recorded 1,133 BFAs (Big Fat Asks). 83% (978) of those BFAs resulted in a positive sales event. The bottom line is by just being more aware of what we do every day and having a simple plan for what we want and why the customer should give it to us is much more powerful than any of us would have imaged just a few weeks ago. Now the new challenge is to continue to embrace this tool and become so good at it that it becomes a natural part of your daily sales presentations. A good salesperson uses all of the tools available to them all of the time. A great salesperson uses them naturally without even thinking about it. But skills only become natural by continually practicing them and perfecting them every day. So, although the sales team stepped up to the challenge I purposed last week, the new challenge is for everyone to use this tool and to practice, practice, and practice until it’s automatic.
Thom Lipari Foods March 27, 2014
New Job / Old Job
I was the company’s number one sales man, five years running. I was promoted to VP of sales and was miserable. I wanted my old job back, but how do you ask a boss – who stuck his neck out to promote me – for such a thing? Turns out I needed The Asking Formula. I gained both the confidence and the courage to approach my boss. Turns out he knew I was miserable and wanted me to take my old sales role back; he just didn’t know how to ask me!
Anonymous June 1, 2015
3 Best Reasons to Shape a Proposal
I saw an opportunity with a new prospect, who was an author seeking help in promoting the 2nd edition of his book. I could tell from the job offer he posted online that he was a busy professional who didn’t have a lot of experience in (or time for) strategic planning or marketing -but did have a strong reputation and success in social media and “grassroots” marketing – and I knew I could help. So, I decided to use The Asking Formula and find my “3 Best Reasons” to shape a proposal. While I included all the research and information to support the proposal, I led with 3 Best Reasons why this prospect should work with me. He called me two days later with a simple response: “Thanks for your proposal. Everything looks great. Let’s get going.” It worked so well in this scenario, I’m redefining my online profile to lead with these 3 Best Reasons. It was hard work to define them, but it is clearly effective.
Anonymous June 1, 2015
Clients who have invited John to present and coach their valued employees, staff, members – even family members – are showcased by their organization’s logo, below.
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