I used three “Best Reasons” to encourage an employee to stay with my team.

I/We want you to remain with the company –

1. 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.
2. 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.”
3. 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

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:

1. Mull over my tasks.
2. Assess my three reasons for each ask.
3. Respond with narrowly focused and well thought out questions (unencumbered by continuous chatter on my part).
4. 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