I went to dinner a couple of nights ago and could not believe the nerve of my server! I ordered a drink and an appetizer to start. Shortly thereafter he came and I ordered an entrée. You will never believe what happened next. My server returned and tried to sell me dessert. I declined as I was incredibly full, but he just had to push it further. He brought me a tray full of treats to show me how wonderful they were. Well, I succumbed to the moment and had a piece of cheesecake.
This story really happened and I tell it in jest. My server was really good and his excitement for their dessert offerings was largely responsible for my saying yes. How many times do we as salespeople fail to ask our clients to buy "dessert?" We feel like we will be too pushy to keep asking for more even though we have products and services they need and probably desire.
How much could your business grow simply by asking for "dessert?"
Written by Derron Steenbergen, President of the Swagger Institute
The Swagger Institute is a full service business development company offering sales and leadership training, motivational speaking and organizational consulting.