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.
